The purpose of B2B lead generation isn’t to get people to buy your product or service. Think about it — this is where a lot of B2B lead generation campaigns go wrong. If you have a product or service that...
Every person you: speak to stand across the counter from meet shake hands with speak on the phone with open the door for Has a family or people important in their life they: think of support love care for The...
A good amount of work I do with clients is provide 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 includes unlimited...
A problem artificially hindering sales among B2B sales teams is measuring and rewarding the wrong thing — closed sales. It sounds right — pressure the team to sell more. But riding your team to close more business is like yelling...
Whatever you’re doing now, do this next — get your pen, place it to paper, and write a thank you note to a colleague, customer, supplier, or friend that deserves one. It doesn’t have to be long, it doesn’t have...
Have you noticed there is never anything good in the fine print of an agreement? All the good stuff is up front and in large print. The bad stuff is buried in the back somewhere, deep inside a long paragraph,...
Difference empowers your core story because it makes it uniquely yours. It ties the things you do directly to the benefit your customer purchases. It starts the process of creating an orange to compare to the apples your competitors offer....
Features and functionality have a key role in your core story, but you have to position them to realize their selling power. And there’s a cautionary piece when talking about them that can jeopardize your sales process. The danger is...
Markets are competitive. I can’t think of a market that doesn’t include a number of vendors or suppliers who compete for market share. A truth that’s often ignored or misunderstood is most companies who compete in a given market look alike to the people who make purchase decisions and...
At one time of another, I expect we’ve all been there — put on the spot to say something and not quite knowing what to say. It can happen on the phone, in a meeting, following an introduction, etc. Here’s...