Posts tagged with: sales strategy

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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This morning I drove by an office building I hadn’t been inside for 10+ years. The last time I was there I met with a client — our last meeting. There weren’t any performance issues and the client was kind...
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Early in my career, I worked with a salesperson who thought whatever you had to do to make a sale was okay and fair game — as long as it wasn’t illegal.  I witnessed a number of tactics that made me cringe. For...
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This could be a longer post, but it’s not necessary. Here’s the punchline: Sell now! It honestly amazes me the number of companies and business leaders who seemingly have no sense of urgency. I know of one company who for the past...
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It somewhat amazes me I don’t receive more coupons or gift certificates when receiving goods and services I’ve purchased. It’s the perfect time to offer an add-on, upgrade, or cross-sell to a new product. Stuffing a few offers in the...
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Last week I met with a small business owner, investor, and friend of mine to discuss specific investments he is involved in. He mentioned one of his investments, a software company, was wrestling with opportunities they are pursuing. This company...
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A few days ago I asked a question about whether or not this quote is applicable to today’s B2B sales and marketing environment: …is about selling to buyers who now enjoy plurality of choice, who have expertise, who compare, who are trained...
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I read something this morning I’d like to share with you: …is about selling to buyers who now enjoy plurality of choice, who have expertise, who compare, who are trained negotiators, who demand satisfaction, and who litigate their disappointments. I...
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A recent conversation with a prospective customer (PC) PC: We need help building our brand. Our brand really needs developing. Me: How is your business today? How many new clients did you pick-up last month? PC: None. Me: How about the last three months?...
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Reading a local publication earlier this morning, I noticed a couple real estate ads printed next to each other. Both ads read the same — name, rank and serial number. And both ads offered the same reason to call the...
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