Category Archives for "Targeting"
Those who read my content know that it’s a pretty darn rare day when I venture into the land of sales tools. And that’s very intentional. There are so many tool providers and an abundance of qualified sales experts (two of my favorites are Miles Austin and Nancy Nardin) reviewing and recommending tools, that I typically stay […]Continue reading
Where is Your Strategic, Finite Target Account List? Selecting “Targets” is the first step in the New Sales Driver framework outlined in New Sales. Simplified. Selecting Targets is first for a reason. It’s one of the very few chances we (in sales) have to be strategic. If we’re really honest, most of what we in […]Continue reading
I hope your Fall 2017 Selling Season is off to powerful start. Like you, I am running hard to maximize impact during this critical time of year and I’m sure that many of you fellow road warriors can relate. I’ve been on so many planes and in so many hotels recently that it’s been difficult remembering […]Continue reading
Spring is in the air! March Madness comes to an end Monday night. The Cardinals are hosting (it pains me to write this) the World Series Champion Chicago Cubs at Busch. And Q1 is in the books. Hope it was a great quarter for you. Here’s a quick sales checklist headed into Q2: Review your […]Continue reading
Sales is simple and so is developing new business. Your business may be complicated but selling is not. I get concerned when a struggling salesperson or sales leader starts a conversation by explaining how complex it is to sell his services/product/solution. Typically those who tell us how complicated selling is are either confused themselves or using […]Continue reading
In my last post, I shared that waiting is one of the all-to-common reasons salespeople fail to develop new business. The passive, reactive salesperson who is always waiting for new materials, better instructions or warm prospects tends not to deliver the numbers. Being late to the party may be fashionable on the social scene, but […]Continue reading
There are various reasons salespeople fail to develop new business. I’ve devoted an entire chapter to that painful topic in my soon-to-be-released book. Speaking of the book, thanks to many of you who continue to inquire about it. “New Sales. Simplified.” is complete and in production. AMACOM will be releasing it in September. Trust me […]Continue reading