In sales, there are few things better than feeling like you’re on your way to a close. Maybe you’ve been courting a prospect for a few months, you have a great relationship and they tell you that they’re ready to sign in the coming days. While smiling and answering all of their questions with...
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After watching coverage during the recent Winter Games, I found myself most engaged by the alpine skiing events – probably not surprising, as I have been a skier for almost 40 years. But I also realized that these events fascinate me because they provide an interesting comparison to how companies...
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As a manager, are you too nice? Is that even possible? It is, especially if you’re unwilling to hold people accountable out of the fear that they won’t like you if you do. Discover the problems you create when you’re too nice of a manager, the greater cost that ensues when managing from your...
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A good part of the value you create for your prospective clients happens through the discovery work you do together. Making your number only happens if you help your prospective client improve their business. If you don’t know what their business really needs, you massively reduce your chances of...
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There is no mystery to why consumers are relying less on a flashy demo and a 30-minute call with a sales rep in their sales process.
When you can access millions of webpages in a fraction of a second and crowdsource product knowledge from hundreds of your peers, your reliance on sales reps...
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With nearly $800 million in sales last year, the girl scout cookie empire is certainly nothing to shake your thin mints at.
A limited annual supply and continued cultural relevance has helped fuel an organization that is posting profit margins some fortune 500's would envy. So what's the...
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I recently asked a diverse group for feedback on the phenomenon I call “Inbounditis” (check out this PowerMinute, How to Diagnose if Inbounditis is Killing Your Sales Pipeline). Their responses indicate to me that the zombies chanting “cold calling is dead, cold calling is dead” may be...
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We all make mistakes and that includes some of the best salespeople in the business. Addressing and facing your pitfalls is the first step to doing a better job next time. So we sat down with a few sales experts and asked them, "What's your biggest sales mistake?" Here's what...
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Social selling, reaching out to prospective customers on Facebook, LinkedIn, Twitter and other social channels, is proving to be a successful strategy for sales teams. In fact, 78.6% of salespeople who leverage social media to sell out-performed those who don’t. But before you run...
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