Sales Blog

0%, 50% or 75%? In Sales, It Just Doesn’t Matter.

How far has a potential prospect progressed through their buying process before they engage with a seller for the first time? This seems to have become the most burning question of the season in the sales blogosphere. Somehow this whole issue about a prospect’s level...

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I’m Not Your “Buddy”

Your prospects aren’t your “buddy” either. The margin of victory in any competitive sales situation, as well as the margin of defeat, is so slim that even the slightest mistake, or misstep, can spell the difference between gaining your buyer’s trust...

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How To Visualize a Successful Sales Call

“You only get one chance to make a positive first impression.” If you heard that once, you heard it a million times from your mom when you were young. It’s not only true in life, but in sales as well. You get relatively few opportunities to interact in a...

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Use Change to Your Competitive Advantage in Sales

Do you consider the impact of physics on your sales efforts? You should evaluate your prospects’ buying processes in terms of Heisenberg’s famous principle of uncertainty. Werner Heisenberg, winner of the Nobel Prize for Physics in 1932, is most well known...

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Are You The Boss Of Your Own Sales Process?

Focus on controlling your personal sales process to accelerate decisions There is general agreement that the world of buying and selling has changed, that universally easy access to information has shifted the balance of power in any sales transaction (or purchase...

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Are You Qualifying The Right Prospects?

When you’re qualifying new prospects, what’s the standard you use to determine if they’re an ideal fit for the product or service you’re selling? Is the prospect looking to buy a product or service that is generally like yours? Or, do they need...

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