Helping Clients Succeed

"It's Prospecting Jim, But Not As We Know it"

"It's Prospecting Jim, But Not As We Know it"

Unfortunately a huge amount of time and energy is wasted during the prospecting phase of the sales process. Too many eager sellers are randomly smiling and dialing. Do they really think clients are sitting by the telephone excitedly waiting for calls from salespeople to hear them pitch their products or services?

Great Sales Performers Are Made Not Born - Part 1

Great Sales Performers Are Made Not Born - Part 1

For most companies, the need for profitable revenue growth never stops. Unfortunately, the growth of salespeople does. As reported in Talent is Overrated by Geoff Colvin: “Extensive research in a  wide range of fields shows that many people not only fail to become outstandingly good at what they  do, no matter how many years they spend doing it, they frequently don’t even get any better than  they were when they started.”

Why Do We Hate Salespeople?

Why Do We Hate Salespeople?

We probably hate salespeople because we've all been burned before by one, and we're determined to never, ever let it happen again. And what's worse - given you are reading this blog post on a website that’s all about sales and selling - you are probably a salesperson yourself!

Is Cold Calling Really Dead?

Is  Cold Calling Really Dead?

You may have heard a rumor that cold calling is history. I’m here to tell you it’s still very much alive. I know, because I get numerous cold calls at my office every day from people inviting me to webinars, offering me CRM tools, telling me about hiring techniques that get the best employees, and so on. The most interesting ones are from sales people who want to teach me to cold call more effectively! Not to mention the incessant calls I get at home from telemarketers. I don’t believe cold calling will ever go away.

Selling Has Changed. Have You?

Selling Has Changed. Have You?

Recently, I was asked to lead a day-long focus group discussion with technology buyers from Fortune 100 companies. There were two senior executives from each participating company. The topic we explored was how they felt about sales and sales professionals and what might be the ideal buying experience.

Slow Down to Speed Up: Three Keys to Increase Sales Effectiveness

Slow Down to Speed Up: Three Keys to Increase Sales Effectiveness

Sales Professionals often fail to ask enough solution or consultative questions to appear interested in their client’s challenges, objectives and outcomes they are looking to achieve.Many sellers still ask “leading” questions that point to one of their solutions, rather than having broader conversations and asking true “no agenda” questions which will help get a wider perspective of their prospective customer’s environment. This behavior means that they often miss opportunities to sell more holistic solutions (leaving money on the table or smaller deals).

Try This With Your Sales Team: Move Off The Solution

Try This With Your Sales Team: Move Off The Solution

Have you noticed that the overwhelming tendency of most sales professionals is to rush to a solution? It's in our nature. We want to solve our client's problems and we usually have the products and services to do it. So, what's the problem? We’re in the business of providing solutions; It’s what we do! So, why aren't our prospects just thrilled when we come knocking?