Much has been said about the need to bring insights to your customers. In today’s world of more informed buyers, it is clear that you need to do more than just communicate the capabilities of your product. However, not much has been written about how to do this well or consistently. Sellers are...
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One of my early observations of sales methodology was that it was very hard for sales professionals to execute on their Account Plan. There was lots of valuable strategy to use, but very little support on the practical execution. (That was why we developed Dealmaker).
Developing a plan has limited...
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When Matt finished the meeting, he was angry. His biggest customer just told him that she had placed a big order with a new supplier.
“You know it’s not you. I like working with you, Matt. How long have we been working together? It’s been a long time,” said Joanne, the EVP Operations at DeepEarth...
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There was a time, long, long ago in a dim and distant past when, if you were in sales, the company you worked for and the product you sold were more important than how you personally sold. You may remember the ‘No one gets fired for buying IBM’ adage. Buying from a market leader was often seen as...
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There’s a lot going on at Dreamforce. How do you choose which sessions to attend? This year there are many overlapping sessions, and conflicts between the keynotes and some fabulous breakout sessions. It is not possible to cover everything, so you need to be judicious in your selections.
Tip:...
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You’d be forgiven for thinking that being a customer is easier than being a salesperson. All the customer’s got to do is pick a supplier, right? But when the customer makes that buying decision, the risk shifts to them, and the impact of a poor buying decision on the customer is usually...
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Sales leadership is hard. That is particularly true today when the relevance of sales is sometimes questioned, and many hypothesize that the power of the buyer invalidates all professional salesmanship. I disagree with the latter. For me, "professional salesmanship" has always been about...
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There’s a well-worn sales adage that says that the next best thing to a ‘yes’ is a fast ‘no.’ Of course this is true. Spending time on a sales opportunity you’re not going to win is a waste of time. Thankfully, some buyers understand this, and will treat you respectfully, and will tell you early...
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You should only read this if you believe that your level of success is largely up to you.
Yes, it’s impacted and influenced by external events, but it’s not your sales manager, employer, customer, product, partner, bank manager or religious leader who ultimately determines your destiny. It’s you,...
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