Posts tagged with: sales skills

Something happens at the end of a reporting period. I’m not sure what it is, but the organization changes. Things happen faster – approvals, reviews, qualifications, meetings, etc.  And lead times shorten. Sure, some savvy customers intentionally hold off orders...
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Late last week I unwittingly experienced what has to be top on the list of sales mistakes. As it happened, I couldn’t believe it: Salesperson: Here are our benefits…blah, blah, blah. Me: What does it take open an account? Salesperson: Just a...
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I recently wrote a couple blog posts about solicitations I received seeking donations and a sales meeting. In both posts, I highlighted things I find lacking in their approach. The common thread is the reader isn’t enticed with a benefit...
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A good amount of work I do with clients is providing expert advice to B2B sales professionals, revenue managers, and sales leaders to help open, qualify, advance, and close more sales opportunities — sales coaching. This 1:1 service is proven...
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Over the past three weeks, I’ve received four phone calls and one email from a marketing automation company wanting to get me on the phone to discus their services. It wouldn’t be fair to mention their name, I don’t want...
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No one knows your product or service like you do. No one knows more about how great it is. And no one knows more about its flaws. So, why not use all this insider information to your benefit? Especially information...
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Yesterday, I mentioned I found a number of white papers, reports, etc. I released years ago as part of lead generation activities for my services. I re-released the first paper yesterday and am offering another one in this post. This...
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As a salesperson, I always appreciated and benefited from great marketing: engaging white papers, compelling case studies, professional presentations, well-thought product marketing, competitive positioning, etc. Without doubt, great marketing makes a salesperson’s job a lot easier. That said, poor marketing...
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Forest and trees. As salespeople, there are times we overlook vague references to our offer as assumed benefits: faster, less expensive, more responsive, less downtime, greater availability, etc. These things sound good, but only take on real meaning when we...
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There are a lot of things a CRM solution can do to help a company stay organized, share information, and track performance. None of which this post is about. This post is about the thing I can’t find a CRM...
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