Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were fewer decision makers and products could be easily described in a magazine ad. With the advent of […]
Logic would tell us that our modern – post Dale Carnegie – sales processes are failing. Given the facts, there is no logical reason to believe that a purchase will follow from our selling behaviors. We close at such a miserably low rate that it’s quite stunning no one even consider that maybe, just maybe, something should be done about […]
To get clients, you either reach out to them directly, or have them find you. Here are a few ways to help clients find you.
BLOGS ‘Everyone’ has a blog. So simple to set up. So simple to maintain. Use a template or hire a designer. Get WordPress. But do it. Just do it. Start writing a few times a week. Even if it’s […]
The sales profession focuses on placing product. While some would disagree and claim it’s based on ‘meeting a buyer’s needs’, it comes down to the same thing: how to get a product placed. And, after being in every aspect of the field since the 70s, it seems to me that placing product, or understanding needs, […]
1. Starting the sales process by attempting to get an appointment.
I know that Dale Carnegie told you to meet face-to-face. But what else are you doing that was initiated in 1937? Oh. That’s right. The typical sales model of focusing on solution placement.
Buyers only buy when their entire Buying Decision Team is on board and […]
There are two distinct categories involving buying decisions: the behind-the-scenes issues buyers must manage internally to get stakeholder buy-in for change and for going outside their status quo for a solution and the solution-choice issues.
We are all very familiar with the latter: that’s what sales handles so well. But sales does not handle the former at all: