“In the dark of the night, every cat’s a leopard.” This old Indian saying provides keen insight into enterprise selling and understanding the sophisticated sales competition who come prepared in the enterprise arena. We must know them and account for them. But what do we see in much of the competitive analysis done today? Competitive ...
When I ask sales leaders about their strategy for growth, more often than not they tell me it is simply to hire experienced salespeople. But really that just means recruiting resources rather than taking a true strategic approach. In addition, sales leaders also tell me that sales coaching of their teams is not consistently needed ...
My company’s clients are usually classified as “small businesses”—although I personally despise that term. It is these very same “small businesses” that actually power the U.S. economy! In fact the last census (2010) showed that small businesses (defined as having less than 500 employees) comprise 99.7 percent of the employer firms in this country. So ...
Why The Days of Live In-Person Training Are Coming To An End In recent years I have noticed something: more and more of my clients do not want live in person training. They want training done remotely. When I first started to facilitate online training way back in 2012, I found it difficult to ensure ...
Does your demo start with any (or all) of the following? PowerPoint slides talking about your company, your customers, the problems you solve or the solutions you provide An agenda outlining what you’re going to demonstrate Logging into the software Clicking through a workflow or process Warning: Your Sales Demo is Upside Down and it’s ...
Someone once said to me, “I was certain it would be a success. Everything was in place—a great product and a truly unique selling proposition. We had a firm understanding of the prospect’s corporate requirements and buying process. I really don’t get why the results didn’t happen.” I actually have a pretty good idea. There ...
The “long dollar” is the dollar that keeps on giving to the salesperson. Here are a few quick hints to get you that elusive bit of currency.
From 1915 through 1975 it was the largest grocery store chain in the United States. Today you probably never heard of it. It was called A&P. Only a few A&P stores remain open today. One mistake in particular accelerated their rapid decline: they underestimated the importance of choice. They made a management decision to primarily ...
