Value selling? I’m not a fan!

Last Monday I came across an article on value selling from an expert (who shall remain unnamed). Of course I was intrigued. This is my sweet spot! This is where I live. The article emphasized the value that you as the seller can … Read More

You’ve made the sale…now what?

Once you’ve made a sale how do you ensure that the implementation goes well? That the goods are delivered on time and in good condition? Or that the service was delivered as the customer expected? I spent some time with … Read More

This Made a Huge Difference to My Sales Success

I’m Part of Your Team Since I am in a business that requires a careful implementation and ongoing service, it is critically important that my clients view me as a trusted source of valuable information.   Unlike my last blog, … Read More

10 Ways to Capture Your Prospect’s Attention

What do salespeople need to do in today’s tough business environment to catch the attention of decision makers? We recently uncovered some compelling data in a series of conversations we had with decision makers representing several industries, including: insurance services, … Read More

The 5 Best Practices of Top Salespeople

I began my sales career in 1986 and have been a salesperson or worked with sales people most of the years since that time. As I developed my sales-process expertise (both in sales and as a trainer and coach) I … Read More

FREE tool to help you get your sales back on track

If you’re not hitting your year-to-date sales goals then you need this free sales tool! It’s not that difficult really – you just need a solid plan and then someone to hold you accountable to that plan so you actually get … Read More

What to Say on a Prospect’s Voicemail

Want to increase the chance of a prospect returning your call? A message will mean nothing to a prospect if it isn’t targeted and relevant to the individual and her company. To do this you must research both the person … Read More

Don’t Squander Your Greatest Opportunity

Many sales people I know lose their best opportunity to close a sale every single time they submit a proposal or quote. Never, never, never email a quote or proposal to a prospect. Always take it in personally, explain each … Read More

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