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Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution).
Wednesday, 5 Mar, 2014
Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution).

Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy?

Selling With Integrity
Wednesday, 5 Mar, 2014
Selling With Integrity

What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?

Do you want to make a sale? or an appointment?
Monday, 10 Feb, 2014
Do you want to make a sale? or an appointment?

How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%…

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)
Saturday, 1 Jun, 2013
Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)

Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy?

Yes. It is easy. But not with the sales model alone.

THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS

Who’s in the meeting – and who’s not?
Tuesday, 7 May, 2013
Who’s in the meeting – and who’s not?

So many sales folks are targeting ‘appointments’ these days. I wonder if you know who actually is in attendance. And who isn’t but should be.

As you enter your meeting, do you know what percent of the entire Buying Decision Team is there? What weight your contact has on the full Buying Decision Team?

Your solution is the last thing the buyer needs
Saturday, 23 Mar, 2013
Your solution is the last thing the buyer needs

The sales model has taught you to uncover needs – to really, really understand needs – so  you recognize who is a good prospect and know the right way to pitch to that person. You finely hone your probing and questioning skills. You learn to hear a need from a mile off. You teach your staff to have great care […]