Blog

  You don’t need me to tell you that your client’s needs constantly change but; You could probably use a reminder that you might not be as aware of their needs as you’re given yourself credit for. Here’s why; When we’re “courting” a potential client, we conduct a thorough needs analysis. Sadly, for most reps, that’s … continue reading »

You’re sitting on a gold mine! And you’ve busted your behind to have the accounts you have but; That doesn’t mean you can’t grow that business and; It doesn’t mean that your competitors aren’t looking to come eat your lunch! That’s why I’ve put together a special webinar on Thursday, December 15th, at 11:30 am EST. … continue reading »

This is one of those posts where we could have easily kept adding things to a list and ended up with a mammoth list of things you need to do to be successful in sales. I thought it might be better for me to put on my Captain Obvious cape and break it down to … continue reading »

If you haven’t registered for our How To Close The Undecided Prospect webinar, now might be a REALLY good time! Why? Because the webinar is today at 11:30 am EST and the good news is that we’ll send you the replay if you can’t make it! Otherwise . . . Here’s what you’re about to miss . … continue reading »

Imagine, getting an audience with someone who has a 400% higher probability of buying from you, in the VERY near future. Now imagine being able to get the RIGHT people into that meeting WITHOUT making someone feel like you completely went around them. Then you establish your authority and expertise as well as set the … continue reading »

On the surface, you and your competitors look and sound the same until; You clearly articulate your difference but; There’s a lot of things tugging at your prospect’s attention span, that can easily help them forget. That’s why repetition is key and; You need to premeditate when and where you will reinforce your key selling … continue reading »

So there you are reviewing your proposal with a prospect. Everything is looking great and then they have to go and say it; I need to run this my boss and will get back to you. Here are 4 questions you need to ask should this happen to you; Why Didn’t You Have Access To … continue reading »

What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can lay landmines! A landmine is something you leave behind that educates the prospect and forces your competitors to play a more defensive game. Its also something that forces your competitor to expose their … continue reading »

The world you and I sell in is not only competitive, it becomes more and more competitive each day. The challenge with that, is that it becomes more and more confusing for the buyer and, oftentimes, they make the WRONG decision. So how do we help them make the right decision? By throwing in an … continue reading »

Every year, during the first week of January, my inbox explodes and my phone damn near does the same thing. Luckily I make enough opportunities on my own to cover the other 51 weeks but that week in January is really special. It’s a week when sales reps believe in the freshness of the new … continue reading »