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A client of mine, Dennis, called to talk about my helping his company reduce the length of its sales cycle. So, I asked the obvious first question, “What is the length of your sales cycle now?” To which Dennis replied, “Twelve to eighteen months.” Twelve to eighteen months, that’s a difference of a half a […]

Did you hear about the US Men’s National Team coaches’ request to their players? The coaches asked these top professional soccer players to make deliberate decisions about how they spend each minute of their day by asking and answering a simple question: “Is this going to make me a better player?” A similar line of […]

Are you selling or is your customer buying? The answer is “yes” and “yes.” Here’s the simple reason for the double affirmative—the sales cycle and the buying cycle occur simultaneously. So when you consider these two processes happening in parallel, it’s clear that the only purpose of your sales process is to support your prospect’s […]

The most successful salespeople I know are always ruminating about deals they have in the works. They have a command of all the details of every sales opportunity and let them tumble around in the back of their mind. Day and night. Their minds don’t have an “on/off” switch. What are they thinking about? They […]

Can you guess what two words strike fear and loathing in most sales people I know? Cold calling. That’s why I’d like to share with you why I believe cold calls are an important part of the sales mix, and two words you can even learn to love. Let me back up to a key […]

Whenever I present in person to a group, I hand out $5 scratch-off lottery tickets to people in the audience. Not because I’m a good guy, but to illustrate an important sales concept: Treat leads like scratch-off lottery tickets. I tell the ticket holders not to scratch the wax off until after they answer this […]