“I am dumbfounded! It’s the last two weeks of our quarter and the email I just sent to the partner sales rep running the largest deal of the quarter generated an out-of-office response saying she’s on holiday for the next 10 days! How can she think it’s OK...
Traditional solution selling encourages sales people to understand the customer's business challenges well enough to align their solution to those challenges, and then show how their solution can help the customer mitigate or eliminate those challenges....read more
"If you were a bank, you'd really like this feature!" I can remember visibly cringing when my co-worker used this as her introduction to our most important competitive product advantage. Before I could even finish cringing, the VP of Manufacturing - from...read more
Buying choices are personal and emotional choices. It's easy for most of us to see how that applies to the personal consumer purchases we make every day, but it also applies in a B2B purchase scenario. Ultimately, even large B2B "committee" decisions boil...read more
"How many times do I have to tell them?!!" This exasperated cry is a regular complaint I hear from senior executives who are struggling to get their entire organization moving in the same direction. Unfortunately, very often the answer to such a cry is,...read more
It's easy to lose sight of the customer when what you're selling is so amazing! In my experience working with thousands of sales people around the world, the most common mistake sales people make is they literally forget the customer during their sales...read more
How hard is it for the people in your organization to understand your business execution plan? Do you actually have it documented in a share-able format? Creating a business execution plan that everyone in your organization can understand is challenging;...read more