No One Buys Price

When coming to an agreement about the value of your product or service to a prospect, dropping price is a shortcut to building value; it in no way enhances the value of your proposition and in some cases can actually devalue your offer.

Try this exercise:

Performance reviews come under review

Targeting Top Prospects

Interrogated

What Can and Cannot Be Controlled In Sales?

Thinking Your Way To Increased Sales

A recent headline from a McKinsey report on sales trends spoke volumes: “Customers want it all.”

Develop Me or I’m History

Even during challenging economic times, your best and brightest have options. Failing to help them grow can lead employees to take their talents elsewhere. They become “history.”

What Do You Do With Leads That Aren’t Ready to Buy?

What do you do with your leads?

That’s a question a lot of companies (including ours) grapple with.

Sales & Metrics - What Are We Really Measuring?

As a consultative business development specialist my clients often ask me to provide metrics on my sales efforts. Fair enough, but what do they really mean?

Hook Me Up, Buttercup

Lean on me.

Or better yet, let me lean on you.

Preparation prevents sales pitch panic

Inevitably, fearful emotions bubble up and panicked salespeople propose overhauling your sales presentation. That’s OK, says Tom Searcy, CEO of Hunt Big Sales (huntingbigsales.com), a sales consultancy.

Targeting the right executive for the complex sale

For each sales opportunity, there is usually only a single executive who would be considered as the relevant executive for

Upgrading to brain 3.0

Just as the computers, smartphones and handhelds we use today rely on an operating system to function, people’s brains have an oper

In targeting new business, less is more

Salespeople who succeed in acquiring new business lock in on a finite number of strategic targets, says Mike Weinberg, president of

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