Date Your Way to Sales Success
I’ve been married to the same man since Noah built the ark so you’d expect me to be the least qualified person to write about the current dating scene. The reality is… I feel like a modern day “Dear Abby.” Many of my friends and clients...
Is Your Sales Management Stunting Your Growth?
An unanticipated response from one of my clients recently got me thinking. He’s a sales leader responsible for his company’s sales optimization project and when I asked him how things were going he replied, “We’ve seen pockets of real progress...
10 Tips to Increase Your Close Ratio
Forget worn out manipulative closing techniques. If you sell B2B, seek long-term customer relationships and ongoing growth opportunity, then shift your thinking about closing the sale. 1. Broaden your definition of the close Many of us still think of the close as the...
10 Tips to Optimize Your Discovery Results
Too many sales pros treat the discovery process as a means to gather facts. The reality is that this phase of the sales process is your most powerful opportunity to differentiate you and your company. 1. Your discovery findings are the bull’s eye The output of your...