4 Client Behaviors That Mean Your Proposal Needs Work

You’re at the proposal stage and, so far, everything appears to be on track to make the sale. That’s why it can come as a huge shock if the deal doesn't close. It will leave you wondering where things went wrong. Here are a few of the most common indicators that it was your proposal that failed to seal the deal.

Natural born travel guide

His father Rick taught a generation of public television viewers how to take in Europe. Now, Andy Steves, 29, has a successful tour guide business targeted to millennials and a new guidebook of his own. We talked about the incomparable value of travel and how his generation likes to go about it.

Are you marketing to gain or pain?

There are two primary motivators of human behavior: gain and pain. A number of studies have shown the psychological fear of losing something or experiencing pain is twice as strong as the potential to gain or improve something.

Customer relationships start at the close

There is a lot of talk and training in sales about prospecting and closing, but less is said about what happens after the sale. The post-sale relationship is a Bermuda Triangle for many companies — customers are lost and no one can quite figure out why.

Teambuilding Takes a Right Turn

It is uncanny how life events so often intersect with a topic I am writing about in this magazine, or maybe it’s just evidence that the concepts involved in leading work teams and producing peak performance are ubiquitous both in and out of workplace settings.

Top Tips for the Modern Day Cold Call

Nine. That’s the number of attempts it usually takes to reach a cold prospect. Yet too many salespeople give up after two or three tries  And while repeat business and referrals play a big part in most industries, attracting new regions and verticals is critical for growth.

Earning the Right to Close

One of the common complaints I’ve heard from sales executives is that their people aren’t strong closers. To me this is a reinforcement of the fact that far too much emphasis is placed on closing. It’s as though a strong ending can salvage a poor three-act play.

Five Quota-Setting Methods (And How to Determine What’s Best for Your Business)

Every year we ask sales leaders, “What’s your biggest challenge with sales compensation?” and every year we get the same answer: quota setting. Quotas are a hassle for all involved: from the people in finance and sales leadership who set the goals to the frontline sales reps who have to achieve those goals.

VR, Beacons and Show Floor Tracking

The rate of technology change is accelerating with thousands of ideas, apps and innovations bubbling up to help meeting planners, exhibitors, venues and other meeting participants do their jobs better. Here are seven event technology trends to monitor.

The War Room and What It Can Tell You

So there we were… the War Room.

Stop the Launch! 4 Reasons to Avoid a Company Opening Event

Every entrepreneur needs a healthy amount of self-esteem. After all, if they didn’t believe in themselves, they wouldn’t bother launching businesses.

Discovering Buyer Insights Through Perception

The following story derives from conversations with “Pat,” a sales team member, after our several interactions with a customer in the medical equipment industry. Given Pat’s impressive selling expertise, I decided to probe his thinking after each sales call we made together in order to gain insights on why he reacted in certain ways.

Challenge the Status Quo with Insight-Based Direct Questions

When customers understand their problems, it’s easy for salespeople to lead them through discovery, because customers don’t need salespeople to shine the light of insight on visible problems. A salesperson can simply confirm the value of their product by asking generic questions.

Your Company’s Biggest Information Security Risk? Your Employees.

Some of the biggest, most damaging security breaches in history occurred in 2015.

Pages