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Getting in — The greatest B2B sales skill of them all

Getting in is the greatest skill a salesperson needs to meet and exceed quota. Closing is a critical skill, but as with most other sales skills, it has dependencies. Getting in is fairly independent, as far as skills go. If you can’t get in,...

How a one-page letter created sales-ready leads — A FREE 57-page tell-all report

Grab your copy of the report at the bottom of this post. ======= Several years ago I wrote a letter on behalf of a client to 40 of the largest counties in one of the largest sates in the United...

11 tips to reinforce a purchase decision and establish a customer for life

After a prospect decides to become a customer, especially when it’s a big decision, what do you do next? Do you jump up and down for joy, say “Thanks!”, rush out the door to call your sales manager – or-...

A sales opportunity can’t exist until your prospect recognizes a benefit

There is no possibility of a sales opportunity until a benefit is established in the mind of your prospect. Until your prospect acknowledges a need, want or desire to purchase whatever it is you have to sell, there is no...

The marketing and sales fundamentals you need to master

Once you understand fundamentals and the theory and principles that drive them, you can accomplish most anything. The fundamentals are what you fall back on to reason through a situation, position a response or ask a question. All are critical...

Fear is no excuse for not asking for the order

“The time has come for one of us to buy and you’re the only one at the table that can do that.” It’s not the most polished closing statement ever made, but it won a $3.5M deal when I gave...

Jack of All Trades — Maybe the worse business strategy of them all

There was a time when being a Jack of All Trades, Master of None seemed like a great idea.  The thought was to offer something to everyone.  Sure, you couldn’t really do it all yourself, but you could partner.  Companies...

Never simply give someone a quote

It’s tempting, but don’t do it.  Under no circumstance should you ever simply give someone a quote. I’m not saying you shouldn’t quote your product or service.  I’m saying you should never simply give a quote when asked for one....

The conversation before the proposal

For some companies and individuals, the negotiation before the close is long, gut wrenching, and sometime tense.  Lots of people play games at negotiation-time:  one-off requests, take-backs, hidden competition, unknown decision makers, etc. And then there’s the lawyers. If you’re...

How to define a lead generation campaign

When is a lead not a lead? There’s a number of different ways to answer that question. That’s the point. A lead isn’t a lead when the people consuming the lead (sales) don’t agree with the definition of the people...