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At the beginning of each quarter, evaluate Start/Stop/Keep Doing on ALL of...
One of the most difficult things for sales people to do is to NOT doing certain things. In most cases, sales people focus on “Staying Busy” and Activity. While Activity is important, it can be...
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To expand your presence in an account, don’t repeat the same messages and...
It’s not good enough to focus your attention on the same people over and over again. If a Sales Manager hears there is “No opportunity” at an account, the next thing that they may ask is: “Who have we...
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Don’t overly focus on the next deal. Work to expand relationships in an...
If you only focus on the next deal, you will eventually wear out your welcome at the account. If you instead focus on expanding and engaging relationships at the account, you will become valuable to...
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Take a step back from your sales opportunity to be sure you REALLY understand...
One of the most difficult things for a sales person to do is NOT sell. When you are called on to position your product, there is a natural tendency to want to “Pitch” the product. While this may feel...
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If you are not demonstrating win-win with your sales approach, don’t expect...
Sales is admittedly a process where it is easy to develop Winners and Losers. Many people believe that Every Sale Results in a Winner and a Loser. While this may be true in some Sales situations, it...
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What is the most important item for focus when planning Customer Meetings?...
At the first meeting with a prospect, many Sales People mistakenly focus on speaking about Their Product first, before listening to the actual customer’s problem. They seem to think that everyone who...
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Account Planning, Done Correctly, is Hard work- Developing a sound Sales...
Developing profitable customer accounts requires strategy and it doesn’t happen overnight. Ensure your sales activity is based on a solid Account Plan. In Selling, there is a need to focus not just on...
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Relationship management is better executed when there ISN’T an active deal....
Too many sales people only engage when there is a deal on the table. The problem is that if you focus only the Active Sales Cycles- you miss the 95% that may not be active right now, but have the same...
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Trusted Business Advisor… why bother?
The key message is that Trusted Business Advisors (TBAs) are the top sellers in every field. They understand their customers by investing time and energy in building Customer Relationships and...
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The Sales Process From Beginning To End!
The Sales Process from Beginning to End The first and most important aspect of Selling is to Plan the Sales Process. If you don’t define the way you, the Sales Professional, want the sales process to...
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Sales Thought: For those faced with end of year Pressure – Focus on the...
I realize not all are on Calendar Year End – but everyone deals with Quarter End and Year End Pressure on a pretty regular basis. I admit this is an oversimplification, but the Nature of Selling is to...
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Sales Thought: Networking is not Meeting People – It is Bringing and Getting...
Perhaps this is the most obvious thing I have said, but Networking is not about Meeting People. It is about Real Business Value In this day and age, most people don’t have time to Network for the Sake...
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Sales Thought: Control is an Illusion – Focus on Coordination to be Successful
I have rarely met a Seller who was not Type A to the Max. They wanted to be in control, to do all of the things that would ensure that “They” called the Shots on “Their” deal. In this day and age of...
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Sales Thought: Do you want to Be Strategic of just “Sell Stuff?”
This is not a Right or Wrong. It is a Choice you make. If you want to Sell, there are many different ways to sell and different versions of what Selling is. It is not easy to distinguish, but for the...
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Sales Thought: Tight Linkage within a Plan is the best way to ensure Success.
Since we are nearing the beginning of a new Year, it seems that I have to talk about the topic that many Sales People Groan about: Account Planning Or More Properly – the Process I developed is Account...
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Sales Thought: Quid Pro Quo: Key to Ensuring Buyer and Seller are Moving down...
On this issue, there is no doubt: Time is Money! You must Decide how your Time and Resources invested in Each Cycle you choose to Work. As you approach 2016, there are things you can do as part of my...
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Sales Thought: As you end a Sales Cycle, have a Strategy to start the Next Cycle
There are a 2 key things you can at do at the close of the first sales cycle to better position yourself for the next sale within this new account: 1. Make sure you have done your homework &...
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Sales Thought: Tight Linkage – Top Down & Bottom Up – Drives Success!
Sales People In General Chafe at Planning of most Type: Account, Opportunity or other – To Most it is all about Execution. Not many sales people are blessed with planning as a natural skill-set. Sales...
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Sales Thought: In 2016, It is Always be Learning!
While this is not a new thought, it is important. This is the time of year Sellers are often Rebuilding Pipeline from having closed all they could close last year. But what is more important? The...
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Sales Thought: Execution is the key to Establishing an Effective Plan for any...
Definition of Account Planning: A dynamic, Ever Changing Plan that ensures greater and long term Sales success. The Process we focus on is Account Execution Planning. Its Execute, Execute, Execute To...
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