Home » Archive by Category

Sales

Anatomy of a Lost Sale: Case Study
Monday, 19 Nov, 2018
Anatomy of a Lost Sale: Case Study

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions.

We Close Only The Low Hanging Fruit
Monday, 11 Jun, 2018
We Close Only The Low Hanging Fruit

80% of your prospects will buy a solution similar to yours within 2 years of your connection, but..

Customer Service Case Study: Who Are You Serving?
Tuesday, 17 Apr, 2018
Customer Service Case Study: Who Are You Serving?

When involved in customer service, are you serving your company and its rules – or your customer? Do you make rules to make sure your customers are happy, or are you wrapped up following rules designed for you – often at the expense of your customers?
Here are two conversations I had recently that make the […]

Why Building Relationships is an Unsuccessful Sales Technique
Monday, 26 Feb, 2018
Why Building Relationships is an Unsuccessful Sales Technique

In 1937 Dale Carnegie published his celebrated How to Win Friends

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working
Monday, 2 Oct, 2017
Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working

I believe that cold calls are quite important as part of an overall sales strategy. How they are done, however, determines their success. If the goal of the call is to gather data, share product information, start a conversation, or make an appointment, the odds are that the outcomes will be less than successful: sellers claim over 90% failure on their attempts.
If, however, a seller can enter the call with a goal to create the means for buyers to discover their path to

What, Exactly, Is An Opportunity?
Monday, 28 Aug, 2017
What, Exactly, Is An Opportunity?

The hot new sales tool is Opportunity Management automation. Just another in a long list of