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Executive buyers report that only 22% of sellers can relate to their issues and how they might help. (Source: Forrester Research) Question: How does the 48-Hour Rule™ apply to executive engagement? Answer: Let’s start with what we mean by The 48-Hour Rule? The 48-Hour Rule stipulates that to maintain sales momentum you need to consider ...

After lots of hard work, it’s a won deal! Now is the time to show your professionalism and your poise--it’s not a sales win till it’s in.

Yes believe it or not, depending on when you are reading this, we are just about to start or are already in fourth quarter. In my opinion, the fourth quarter is the most important business growth quarter of the year. However, it can often be the forgotten or most ignored quarter too. And believe me ...

Readers of this blog may be well acquainted with the AIDAS theory of selling. In essence, a prospect goes through five definitive stages before they are happy with a product. AIDAS stands for Attention – Interest – Desire – Action – Satisfaction. An SDR should start with grabbing the prospect’s attention towards themselves or the ...

Do you still have a company overview slide lurking around in your presentation? You know the slide – the one that lists company awards, key customers, a timeline of your products, and a generic elevator pitch about what you do. If you still have that slide(s), you’re not alone. But be warned: the clock is ...

Ok, let me confess right off. Brain Waves is not my word, search on it and you will find many references to technical concepts that I have read about for the past 15 years. Recently I happened to have heard a sports talk radio host discuss Brain Waves in terms of what winning football players ...

Dear Salesperson, Okay, it’s time for a heart-to-heart talk, here. While I do appreciate your questions, I have found myself having to repeat the same answer over, and over, and over. “How can I get those buyers to listen to me? I cannot seem to elicit a call back or response, or even get their ...

We’re human, and there is no changing that. That means we’re flawed and insecure at times, but we’re also powerfully creative. Our ability to reason, think, express a complex range of emotion shows an intricate web of interactions firing off to form images, actions, trigger behaviours and all kinds of responses to our internal and ...