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If you want to make an impression with prospects and deliver sales presentations with impact, you’re going to have to do A LOT more than repeat researched numbers! Today, it’s extremely important to make an emotional connection with the PEOPLE in the room. But the good news is that there is a science to this ...

Continuing our series on the comparison between the American War of Independence and today’s world of sales and commerce, let’s now take a look at what it really takes to engage in battle and war–and win. Endurance To start with, no such conflict is won (or, for that matter, lost) overnight. The American Revolution lasted ...

Before you can change the status quo, you must understand it. I want clients who do more than just buy from me. This isn’t heresy, it’s just good business. These days, in B2B sales, customers buy more than just our products and services. They buy our ideas, our knowledge, and our insights—our visions for scaling ...

My definition: a prospect is an individual who has (according to a predefined set of criteria) exhibited the potential to benefit from a product or service offered by an organization. The challenge is to turn the potential to deliver an economic benefit to the organization into a reality. How do you do it? First let’s ...

It’s a pair of classic scenes from The Wolf of Wall Street. Former stockbroker Jordan Belfort, played exceedingly well by Leonardo DiCaprio, challenges top sales executives to sell him the pen he has just extracted from his pocket. On the surface, it appears to be a major challenge for any sales professional, the kind of ...

An age-old business maxim is to “know your customer,” but today’s customer experience professional must turn to big data and analytics to fill in the gaps.

In my first sales job, I had a very tough product to sell: advertising for the worst TV station in our market. In order to earn our customers and deliver actual value for them, we had to hustle in a major way and get mega creative. Media buyers didn’t readily see the upside of placing ...

Clearly the traditional view of Marketing–simply being a lead generation engine, focused at the top of funnel–no longer holds true. Marketing has a rapidly evolving role that takes it much deeper into the buying process than ever before. Neil Rackham defines it like this: “The role of marketing in the consultative problem-solving sales is around ...