“Why are you investing your time and money on this RFP?” That’s the first question I asked B., a VP of Sales who emailed me last week for advice on a sales opportunity his team was working. His company, B Co, is a bootstrapped SaaS start-up in growing space. The...
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...
What’s your #1 priority as a sales manager? If you’re a sales manager and your number one priority each and every day is something other than coaching the individuals on your sales team to improve their sales productivity and achieve their goals, then what...
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...
As salespeople, we can sometimes be our own worst enemy. We hate silence. Especially radio silence from prospects. The thought of not knowing what is going on and not being in constant contact with them can be anxiety provoking. Our anxiety often provokes us into...
“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...
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...
Sales hiring is a risky, and time-consuming task. But, if you’re trying to quickly scale the size of your sales team, you have to effectively use the interview process to discover all the critical information you need to make an optimal sales hiring decision in...
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...
Improving just 1% will help you win you more deals. If you watch the Tour de France, you’ll quickly realize that professional bicycle racing is a highly technical sport. The technology involved in the design and construction of the bicycles, as well as the...
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...
Success in any endeavor cannot be achieved without some sacrifice. We all live full, busy and active lives. It always feels like there is not enough time to squeeze into one day everything that we want to accomplish. But, what if you want to achieve more in your life?...