Readers, be warned. I am angry and frustrated from seeing way too many initial/discovery sales calls/meetings that are supposed to be dialogues turned into presentations. Point to all the insight selling data you want. Quote the (great book) The Challenger Sale all day long. Yes, we need to bring value to sales calls and be prepared …
Bad Things Happen When You Turn Discovery Sales Calls into Presentations Read More »
It’s been an incredible year! I hope you feel that way, too. Recently, I spent time with two particular clients who would agree with that sentiment. These two companies could not be more different. One is a large global organization that I’m precluded from discussing publicly (but what I will offer is that I’m glad these …
Reap the Benefits of Selling with an Abundance Mentality Read More »
Here’s a second excerpt from the live web-video conversation some of my favorite sales gurus (Miles Austin, Mark Hunter, Andy Paul) and I conducted earlier this year. In this 47-second clip I challenge you to think about when you should be making sales presentations. Way too many salespeople deliver presentations way too early in the sales process. *A note to those …
Sales Tip Video: Are You Presenting Prematurely? Read More »
Newer is newer, but not necessarily better. Don’t get me wrong. I’m not all retro. I like new fashion, music, homes, hotel rooms, cars, technology and toys. Direct fuel injection, smartphones, the cloud – all good. I’ll be in line for the iPhone 5 just like many of you. But newer isn’t always better. Saturday …
New Sales Theories (and washing machines) Aren’t Necessarily Better Read More »
