Stress is present everywhere in our lives today. Stress in the workplace is the most dangerous and debilitating because it is often unquestioned or accepted as being “just part of the job.” But stress directly impacts our effectiveness and productivity and therefore our ability to do our job. Excessive stress or negative stress impacts our [...]
Have you ever been Have you ever been really excited about something and ready to buy and then the urge suddenly faded away? Or have you ever presented a highly compelling new offering to a client only to find that in the end nothing happened - no sale. Why? We think that everyone sees the world through the same blue goggles that we do.
Getting the best out of your sales organization over the long term means building a dynamic, results focused, forward looking and positively motivated team. As sales team with one common and over arching goal that is totally committed to making the numbers. Sales team performance is part sales skills and part attitude.
Everything is moving rapidly and irreversibly to the web. Capturing customers via the online channel is the new center of gravity for Sales and Marketing. Helping today’s customers to find your services online, self-diagnose, enter into a conversation with your company and other users, thought leaders and recommenders.
The Sales Cycle is dead. It has out lived its usefulness. Why? Because the sales cycle is all about us and our interests and not about the customer or his/her interests. The sales cycle is something that we do to the customer and not for the customer. We have all seen sales cycles that were [...]
Have you ever sat through a really bad presentation, meeting or workshop? I guess we all have and more often than we wish to remember. What was it that made it bad? Now think about a really great meeting, workshop or presentation that you have attended recently. What made it great? What were those things [...]
Buyer thinking has changed, forever. Pre-economic crisis buyer thinking rewarded relationship based selling. When the economy was strong, growing and things were relatively predictable, buyers rewarded continuity and business relationships. Today Decision Makers are reassessing every spending and investment decision they make. They are looking for ways to reduce, delay or cancel purchases and investment [...]
Success in sales comes from creating clarity in the mind of your customer. Clarity in understanding the problem to be solved, clarity in evaluating the possible solutions available and clarity in determining the real value to the business that each solution provides today and in the future. Clarity helps the customer to move forward with [...]
Understanding your own value – the value of your products and services – and being able to connect that value to your customer’s business drivers is what makes customers want to buy. Customers want the benefits, the business benefits that your product or service can create and deliver to their business. In today’s business climate [...]
Woody Allen said “80 percent of success is showing up.” Thinking about it, this is very practical advice, and for people in sales a good rule to live by. You can’t influence, persuade, or sell yourself or your ideas if you aren’t sitting in front of the person you need to influence. Now ask yourself [...]