It’s no secret that buyer behavior has changed with the ease of information access we all enjoy through the internet. With a click of the mouse, we can get what we need to evaluate new products and services. There’s no doubt that shifting some dollars to digital...
A sales message designed for one situation will not necessarily work well in another. For example, you may have perfected your 30-second elevator speech (or “30-second commercial,” as it’s often called). This works great if you are actually in an elevator and have...
Just because you received the news that you didn’t get the sale doesn’t mean there still isn’t an opportunity for you. By taking the right actions, you could change your prospect's mind this time or set yourself up to win the next time. Here’s how to do it:...
What’s better, consultative or transactional selling? It depends on the situation and the company’s goals. The problem comes when you need one approach and miss sales because you have the other. As an example, a seller can sell one item to one decision maker OR sell...
Executive decision makers have until year end to make things happen before their reviews. Not only do they need to complete initiatives on their list to get their bonuses and great scores, but also, those looking for promotions must showcase themselves to management....
Who likes to work on the weekends? No one does. Who does work on the weekends? Senior level corporate decision makers do. More and more we’re finding the high level execs plugged in on weekends. It’s not just the teenagers who are glued to their devices. I was...
I recently had the privilege of spending time with some high level, Fortune 500 corporate prospects. We met at a conference which was designed to help potential suppliers meet and develop new relationships with Decision Makers. The opportunity arose for me to sit with...
Consistency earns the respect of decision makers, a necessity for growing relationships that lead to sales. On a flight to Dallas, I met a high level decision maker from a Fortune 500 company. I asked her what she liked and didn’t like about sales people to get her...
I was recently asked, “What is your single favorite piece of sales advice?” Here it is. Have a healthy respect and empathy for decision makers. These days decision makers are doing more than just their jobs. In the corporate world, many companies are still adjusting...
In Part 1 of Avoiding the 'Big Black Hole' of Business Proposals, I covered the first two steps that will help you receive a well-earned request for a proposal including what to do in the Pre-Proposal Stage and how to Structure Your Proposal. This week we will explore...
Have you experienced the 'Big Black Hole' of the sales process? It's like this: You receive a well-earned request for a proposal, spend precious time crafting it, hit “send” and anxiously await a response. And then surprise, surprise, you’re rewarded with nothing but...