Your company has a serious problem. Customers are leaving left and right, taking streams of revenue with them. You can’t figure out what’s going on — your product/service receives great reviews, your sales team is qualifying prospects every day, and people are reading the material sent by marketing. Your company might have all the right […]
Too often, I’m in reviews with sales people whining, “The customer is irrational!” They go through a litany of complaints, including: “They don’t understand our products and why they are superior…..” (Of course it’s not their job to do that.) “They keep changing their minds….” “They aren’t being logical, we’ve presented all the data/analysis, it
Content, and specifically thought leadership, is now recognised as the perfect means to help drive the business development (BD) process. Sharing content with prospects helps sales and BD representatives show empathy with their pain points. It also helps steer that prospect towards accepting your solution as their solution. The prospects love it, too, as it
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Losing fast, having the courage to walk away from a deal that you are highly unlikely to win is tough for everyone. But it’s actually one of the important things you can do to drive your sales performance. In the past 4 weeks, I’ve walked away from 2 deals. The first, I knew I could
terimakasih0 / Pixabay Kristin, a highly-experienced salesperson, describes being frequently interrupted or “talked over” by her manager or peers. Andrea is a talented young salesperson who is often ignored by older decision-makers. Daniel, a new sales leader, is frustrated because his team isn’t listening to him, making it difficult to excel in his new role.
I hesitated writing this, I’m calling out a colleague who I think is providing very well intended, but misleading advice. This individual is genuinely trying to be helpful, he’s trying to simplify something that tends to get very cloudy and confusing. In sales we are deluged with all sorts of metric, most of which are
I had asked a coaching client to put together a 90 day plan, outlining his goals over the next 30-60-90 days. The plan was very thoughtful. He outlined a lot of important activities. As we spoke, I said, “I asked for your goals, but you identified activities. How do you know those activities help you
Think of this post more as a thought experiment or even a wild ass prognistication. What do Uber drivers and SDRs have in common? Let’s look at Uber first. Uber has made it very clear, autonomous vehicles are their future. There are a lot of reasons for this. Autonomous vehicles eliminate much of one of
Why is it that some books become bestsellers and others can hardly sell 100 copies? Why do you read some books with passion and interest but can’t get past the first 10 pages of others? What’s the difference? It’s simple: word choice. The words you use—and the order in which you use them—make all the
I’ve been very fortunate to serve for nearly 20 years helping top 100 Fortune companies transform their sales operations. And in that time, I’ve seen several evolutions take place throughout the industry – everything from changing buying habits to tighter budgets to technological advancements. But one of the major changes that has revolutionized the way
Compensation Data Then and Now: A 20-Year Perspective Read More »
