Sales Intel: 4 Painful Things You Need to Know
Sales intel is supposed to be the intelligence that increases wins. But sales reps can never get enough of the good stuff to hit it out of the park with predictable certainty. That’s [...]
Buyers’ Receptiveness – How to Join Their Conversations
What’s the best way to join a conversation if you’re a seller and want to talk with a buyer? Some say “Never. They’ll contact you”. Others say “All the time [...]
Joining Buyers’ Conversations
In this 21st century, social media, Internet of everything world I still hear and read about “closing” as a valid sales technique. Or “overcoming objections” or [...]
Buying Cycle – the 4 Stages of Receptiveness
Sales reps traverse their way along the buying cycle; pushing, pulling, influencing buyers from one stage to the next, with the hopeful outcome a sale. During that journey reps must discover when [...]
Ideal Selling: How do you rate against the Perfect 10?
In Ideal Selling everything happens exactly as you dreamed, except better. It’s selling that is always fun, exciting and rewarding – for you and your buyers. Waking up it’s [...]
Sales Stages to Nowhere
Almost every sales managers, or sales consultant, uses a selling cycle with stages as part of their repertoire. Some are downright obsessive requiring salespeople to ride through Step 2C before [...]
Layering Buying & Selling Cycles
Winning facility service contracts involves two cycles: the buying cycle and the selling cycle. “The Revenue Monkey & Sales Stages” outlines the sales cycle, but there’s [...]
