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The time of siloed working is coming to an end. As CEOs and leaders across industries look around and realize that their companies would work better if all their employees could collaborate, share information, and solve problems together, a lot of us are being told to quit our siloed ways in favor of a Revenue […]
3 min read - August 3, 2021
Sales Superpower
What’s your sales superpower? Can you leap tall gatekeepers in a single bound? Fly faster than a speeding objection? What’s your one unique sales strength, your hidden power, that enables you to inspire your customers to trust you with their (choose one) a) business; b) money; c) career; d) all of the above. Have you […]
You think you’ve “qualified” your prospect. You’ve asked all of your qualification questions and they met whatever checklist of criteria you’ve established for qualification. So, you think you’re done with qualification. However, you’re not. Here’s where many sellers make a critical mistake. Have you confirmed whether the prospect has qualified you? Qualification is a two-way […]
The fact that we have different conversations with different people is an accepted fact. The way you talk to your kids is different from the way you talk to your coworkers, which is also different from how you would talk to your barista at the local coffee shop. The amount of time that we talk, […]
At the beginning of my sales career one of my first sales managers assured me, “Andy, selling is simple. It’s not easy. But, it is simple.” Well, sales should be simple. But, usually it isn’t. The most effective way to simplify your selling is to make sure that you truly understand your buyer’s desired outcome […]
Be conscious of the ripple effect in your selling. You’ve seen the ripple effect in action. Toss a rock into a still pond and the waves ripple out from the point of entry in concentric circles. It happens in sales as well. Think about a first call with a potential buyer. The challenge for you […]
3 min read - July 21, 2021
The Sunk Cost Trap
Here’s a common sales problem that inflates pipelines, distorts forecasts and consumes precious time and attention from sellers and sales managers. John is working on a sizable opportunity. It would be a nice win for him and the company. The prospect is well qualified. And, in fact, supporting John on the opportunity has consumed a […]
Most sales leaders find themselves in an endless struggle to find time to coach and manage their teams. As a result, rep performance suffers, leading to stalled deals, missed quota, and slowed growth. If this sounds like you, don’t worry, you’re not alone. And it’s not your fault! Every sales leader these days struggles to […]
There’s a reason why we have mirrors in gyms: they provide instant feedback, letting us know if we have the right form while doing exercises. We can see if our bodies are making the wrong shape, and we can make adjustments accordingly. It’s a perfect feedback loop. The mirror helps us to correct every mistake, […]
Asking great questions is probably the most effective way to make yourself valuable to your buyers. Not talking or presenting. Asking questions. “The art and science of asking questions is the source of all knowledge.” So said Thomas Berger, the famous American author. Acquiring knowledge is one important purpose of asking questions. You can’t learn […]
When you think about your future in sales, what do you see? You have the obligation to invest the time and† effort to think about your future and anticipate what it will hold for you. Henri Poincare, a famous physicist, said “It is far better to foresee, even without certainty, than not to foresee at […]
There are no right answers to questions that are never asked. It’s like the old basketball adage: You miss 100% of the shots you don’t take. It’s been said that 90% of getting the right answer is asking the right question. I’m going to modify that statement to make it more precisely applicable to sellers. […]