“Revenue-IQ understands what customers want."
They know they have a need. They know you can deliver, and they send out all the right buying signals; return your calls immediately; give you inside information; ask how long before [...]
Duh: interjection – used derisively to indicate that something just stated is all too obvious or self-evident. Duh is what customers think as sales reps leave their office having told them their [...]
Most sales reps are kept away from the pricing cookie jar as they’re considered too self-serving to price what they sell – think of the runaway commissions. (Sales rep voiceover: “God, grant [...]
You are always in a side-by-side evaluation when selling. Side-by-sides is a Procurement term where they put their ratings of sales offers side-by-side and determine who wins. Even if you’re not dealing [...]
Sales proposals for large contracts are a ton of work – why climb that mountain except to increase your chances of winning? And is it too obvious to mention if customers don’t [...]
A little success can demotivate. It looks like this: after weeks, months, or years of effort, your pipeline produces sales that: Earns commissions Appeases management Provides breathing room Congratulations: you’re now in [...]
Everyone in b2b sales has a beginning – either starting a career, a new job, or joining a new firm. And b2b selling is more marathon than sprint. Like a marathon, a [...]
Sales prospecting is a riddle; and salespeople want one solution for it. However, believing there’s only one answer kills off productive alternatives. The answer to “How do I find new sales?” is [...]
January 31, 2013: LinkedIn’s Answers, also known as the Q&A forum, passed away. LinkedIn made the decision to pull life support on a valued sales resource, and while I wasn’t a family [...]
There’s an insidious leftover from 1950s selling, it’s this: salespeople start selling hot and heavy the second they’re with a customer. Yes, there’s likely a “Hello, how are you?” but almost immediately [...]
