Note taking is a critical skill for sales professionals. How well do you take notes? What do you do with your notes after you've taken them? My thoughts turned to note-taking as two people commented on my notes recently. Note-taking is something I take for granted —no doubt, we all do. I thought...
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You can’t believe it! In five minutes you’ll be face to face with your dream prospect! How this meeting goes will depend a great deal upon whether you’ve done more than just think about this prospect. Your success in this meeting will be a function of the preparation you’ve done beforehand.
There...
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According to a recent forecast by Forrester research (one of the most influential research and advisory firms in the world), "1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force." For years we have watched...
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Ok, has this ever happened to you: You get frustrated by the inefficiency of your team. You know things can be done better. You ask some colleagues how they've addressed the issue or you turned to Google or some other form of research. Eventually, you find a technology that looks promising. You sit...
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How is your sales training working out for you? Are you focusing on better closing techniques? How about objection handling? Are you teaching your people how to control the sales process? If you answered yes to any of these questions, you’re wasting your time and money, and you are ensuring that...
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According to Selling Power magazine, June 2011, the Gartner Group predicts that by 2020, of the 18 million sales professionals in America, only 4 million will be left. They further predict that 85% of interactions between companies will be electronic. If you’re the leader of a business-to-business...
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Getting time with executives is increasingly difficult. When we do get in front of an executive, what’s the best way to conduct the conversation? For most of us who have been trained in “consultative selling”, we will strive to ask intelligent questions in order to get information that will enable...
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It is a well-accepted axiom that, for most companies, 80 percent of their profitability comes from 20 percent of their customers. Unfortunately, most leaders are not clear on who these customers are, they do not allocate resources appropriately to these accounts, and they do not encourage their...
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Whether you like it or not, you’re in a race for value. As you read this, existing and emerging competitors are figuring out new ways to replace you. Your only protection is your ability to continually create value for your customers.
What is Value?
Value is a perception of the worth of something....
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