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This is the next in my series on the biggest sales mistakes you can make—and we’re going to address a bad one: overtalking. There are several aspects to this major error: Talking more than your prospect. Asking non-intelligent questions, and not listening. Talking only about the superior features of your product or service. Talking More ... Read More
The First Sale When you work in sales or any business for that matter have you ever stopped to think about the first sale you made? You cannot underestimate the power of the first sale. So why is the first sale so important? The reason it’s so important is that the first sale is not ... Read More
There is a lot of conversation circulating about building your personal brand. If you take a look online, you might see personal branding defined 1 as “the practice of people marketing themselves and their careers as brands,” with terms like “self-packaging” thrown into the mix. But, the discussion about personal branding is fairly superficial; what ... Read More
In this our next in this series on the biggest mistakes you can make today in B2B sales, we’re going to talk about hard selling—you know, that pushy, insistent, “wear-‘em-down-till-they-buy” approach from years gone by. Or, rather, we’re not going to talk about it. For in today’s sales world, it doesn’t work at all. Today ... Read More
In most B2B sales you are rarely selling to just one person and even if you are, it is rare that they are making the decision without being influenced by others or perhaps even having to get final sign-off from above. The best way to navigate this challenge is to uncover and then layout the ... Read More
Social listening is a valuable tactic for B2B brands. It’s honest and authentic and delivers a host of benefits. It can enhance reputation management, improve product development, and provide helpful consumer insight. But social listening can also be used to boost your sales strategy. Let’s break down the what and why of social listening, and ... Read More
The holiday season is the time for fun, merriment, and mindless spending. Once the holiday season is over, you would realize the consequences of all that gift-giving and shopping. When you are confronted with the credit card bills sometime in January, you often realize that you are in serious trouble and you need to take ... Read More
Today’s sales leaders are thinking about the future. Top of mind for them is identifying the specific skill set necessary for seller success this year, next year and five years out. Recognizing the new or enhanced requirements of top performing salespeople affects hiring decisions, seller retention, customer satisfaction, and ultimately, sales results. Four traits are ... Read More
Has trying to sell through social media been the biggest mistake Sales has made in the last decade? Read More
Stop daydreaming & land your dream job! Make 2019 your year of change. Read More
Team selling. We know how critical it is in the enterprise selling world. Marshaling your most important organizational assets – your people, to win enterprise deals is a survival skill. The mantra of “Everybody Sells”, when put to work in large pursuits, positions you to face one of enterprise selling’s top challenges – team buying! ... Read More
“More than what is needed. In gross excess of what is reasonably expected. An excess of something beyond what is required or suitable for a given purpose.” — definition of overkill. The definition of overkill seems to answer the question of whether there is anything wrong with it. It subtly implies that to solve a ... Read More
