Salespeople Close 172% More Doing This to Sell Value
Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point …
Pricing Innovation Correctly Using Education & Promotion
Pricing innovation, one of the most common questions we get from clients, has been the topic of several recent posts. Here’s one more to tie them all together*. To many, …
Build Money Discussion Confidence for Selling Value
Can salespeople, especially those money-motivated folks who work on commission, be uncomfortable discussing money? Who would think it possible? Well, the truth is that more than a majority of all …
Consultative Selling Requires This Critical Skill
When one loves to explore data and has access to a huge database of salespeople over 685,000 strong, what happens? Well, for me, I can’t help myself. I frequently analyze …
Goldilocks and the Three Prices
I wrote recently about how to price innovation and offered advice to make a risk-mitigated, educated guess based on customer-driven, value-based inquiry, further narrowed by complementary, competitive, and alternative offerings. …
Three Musts to Ensure the Happ-Happiest Sales New Year
Happy New Year! It’s that time to start fresh and make it a great year. So, leaders and managers, how can you ensure this year actually is a happy sales …
How to Price Innovation
A common question from our clients and keynote audience members is: “How do we price brand new products and services? What do we do about pricing if we have no …
A CRM Alone Won’t Fix the Problem
Here’s a question I’m often asked by both business owners and sales team leaders. “What’s the best CRM for our situation?” What most of those asking really want is a …
Make the Two-Foot Drop
Some years ago, I received sage advice from a dear friend and mentor to “make the two-foot drop” from the head to the gut. Let me pass that advice along …
Three-Step Plan to Abolish Excuses and Usher in Sales Success
Do the reasons your salespeople provide for why they can’t reach their sales goals frustrate you? Do you wish they would prospect more and generate more new business? Are you …
Want to Be Liked by Your Prospects? Get Respect Instead
I grew up playing sports. I played softball and volleyball, and I loved being part of a team. But no matter how much I’ve encouraged the idea, my daughters have …
The Big Mistake to Avoid in Building Your Sales Force
I have learned that mistakes are better teachers than successes. Sometimes we must make the mistakes ourselves, but often we can learn from others making those mistakes. When it comes …