Recently, one of my clients, the CEO of a division of Logitech (the mouse people), proudly announced that he had made only two of what I consider to be the seven fatal mistakes people make when they’re working to grow their sales. What about you? Whether you’re a solo entrepreneur, the owner of a small ...
When I speak to audiences of sales professionals and ask, “How many of you sell value versus price?” everyone raises their hand. But my next question “So how do you do that?” is frequently followed by an uncomfortable silence. Many consider themselves to be value sellers but few are able to articulate what that really ...
Improve Sales Results with Shorter Prospecting Calls Long meetings that drone on are rarely productive. This is especially true when having an initial meeting with an unqualified lead. Unlike an actual selling conversation, a prospecting or qualifying conversation needs to be short and to the point. You just got a referral from a client or ...
Your B2B sales prospects don’t want to hear about you. They want to hear about themselves. We all do. They don’t necessarily need compliments and platitudes. But they do want to know that you understand their issues, their needs, their priorities. You may or not have a solution for them, that they need right now. ...
Editor’s Note: As part of our ongoing Sales Innovators Interview series, we are very pleased to include video interviews of eminent sales leaders by Andy Paul. Andy is a sales acceleration expert and sales strategist, and is the author of the best-selling sales books, Amp Up Your Sales: Powerful Strategies That Move Customers to Make ...
Raise your hand if you’ve heard any of these statements over the last 2 years: “67% of the buyer’s journey is now done digitally.” -SiriusDecisions “57% of the buyer’s journey is complete before a customer’s first contact with a supplier.” -Corporate Executive Board (CEB) “On average, prospective buyers in B2B settings have completed 57% of ...
Editor’s Note: Today we post Chapter 6 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. Did you know there is something called “Like farming”? You’ve probably seen the ads that promise hundreds of Facebook Likes or thousands of “real” Twitter followers for a small fee. ...
One of my mentors is fond of saying, “Big changes in diet and exercise don’t change your life, they change your moment. Little changes executed every single day will change your life.” The same thing is true for selling. Brand new brochures, a re-done website, a new offer or package will have an impact on ...
