In sales, qualifying an opportunity out is just as important as qualifying it inbecause investing time in an opportunity that you had no chance of winningis such a massive waste.…
read moreTwo days ago, I received one of the better cold calls that I’ve received. He did a few things that most salespeople are told not to do. This is how…
read moreSome of the longest monologues of all timeweren’t delivered in movies or in playsbut insales discovery meetings by salespeople
read moreI ran a poll last week about the usage of slide decks in sales discovery meetings. The results were 50-50 for a long time before ending up 60-40 in the…
read moreI ran a poll on LinkedIn asking whether salespeople prefer to use slide decks in their discovery meetings. The whole purpose of a discovery meeting is to understand the prospective…
read moreResponsiveness, or lack of it. This is the most irritating part of initiating a purchase. It’s astounding how many inbound leads lay around unattended till it’s too late. I was…
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LinkedIn is a great platform to connect with othersBut most sales people use it for “automated cold calling” I’ve been that sales guy – and I’ve been a buyer –…
read moreWhen costs need to be optimized, the first two things that get cut are training & consultancy. Guess how your service is treated internally for budgeting. One of my CIO…
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Digital self-serve is here to stay and the product/service price isn’t that much of a factor anymore. “Despite the conventional wisdom that big ticket sales require in-person contact, 20 percent…
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As a salesperson, what’re your thoughts about cold calling? Surely, no one loves cold calling people – right? I interviewed a number of salespeople the past couple of months in…
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