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 ... Read Post

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 ... Read Post

Everyone has their own unique story of how they got into sales. For me, it started with a job in software implementations, in which I was promoted to manager. My staff, who were my former peers, had trouble with my overachiever management style so the company moved me into sales. Early in my sales career, ... Read Post

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 ... Read Post

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 ... Read Post

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 ... Read Post

Sometimes I wish I could pick David Meerman Scott’s brain on a daily basis because every time I speak with him he comes out with some outstanding pearls of wisdom. These simple yet extremely powerful insights have influenced my thinking on more than one occasion in the past. Some years back he was one of ... Read Post

A primary decision to be made by any business owner is how one of the company’s most valuable assets–its sales pipeline–can be protected. Future income rests squarely in the relationships that you and your team have built with customers and prospects. The close dates for those prospects are stretched out over time–some now, others in ... Read Post