Sales

Leveraging the 4 Types of Insights in Your Business

My last couple of blog posts have talked about how powerful insight-based selling can be to move your prospective customers to action. To help you …

You Get Delegated Down to the Person You Sound Like

A recent study from CSO Insights found that executives believe that 88% of sales people that they meet with are very competent talking about their …

Understanding the Mind of the Executive to Get Better Access and Quicker Decisions

As I mentioned in my last post, more and more buying decisions are relying on C-level involvement and approval. When your team is ready to …

How to Become a “Must Have” for Your Customers

On a recent webinar I held, one of the members of the audience asked the following question: “We have a state of the art facility. …

Should Marketing Messages Be Created Within the Marketing Silo?

In some companies, the marketing team has certain responsibilities, the sales team has others and never the twain shall meet. I think this is a …

One Way to Make Sure Your Messaging Hits Its Mark

The first quarter of the new year brings with it the possibility of change—the opportunity to create results by bringing new strategies into your business. …

3 Reasons Your Customers Aren’t Taking Action

When a deal stalls, you and your team may ask yourselves why. Lately, I’ve been seeing some trends in the marketplace that can help you …

The First Decision Your Prospects Have to Make

Every buying cycle comes down to two critical decisions that your prospective customer has to make: 1. The first is, "Why change?" Why should I …

New Article: Avoiding a Competitive “Bake-Off”

I want to share an article I recently wrote for Composites Manufacturing Magazine, the official publication of the American Composites Manufacturers Association: “Secure Better Business …

Are You Just Pushing Products?

Are you and your team really selling solutions? According to CSO Insights—a group that researches sales organizations and sales-driven organizations—in 2013, barely half of the …