Customer teams are protective of their personnel. You may be interfacing with one buyer. They aren’t an entire buying team. The composition of customer teams is one of your client’s most closely guarded secrets, isn’t it? No matter how much empathy you have with that one decision maker, you know there are other decision makers… [Continue Reading]
Know Your Customer Teams
Busy Chasing Sales Squirrels?
Sales squirrels are hot new opportunities. Sales squirrels distract us with the promise of how easy it will be to catch them and close the sale. That sale looks like it is going to fall right into our lap. S-Q-U-I-R-R-E-L !!!!!!!!!!!!! It is easy to be enticed by sales squirrels when your focus is linear…. [Continue Reading]
Small Business Long-term Selling
Small business long-term selling includes social dialogue. Social conversations can identify triggers for business development. Business development activities drive revenue through your organization. From this perspective, social conversations aren’t the sprinkles on your business cupcake. These conversations become the front end of your revenue generation cycle. Let’s explore how this works. Small business long-term selling… [Continue Reading]
How to achieve Success with your Sales Engineer
Where there’s a technical side to sales, more often than not there is an individual with the title of Sales Engineer. In my experience, these professionals are some of the most important resources I have in my competitive arsenal. When I work with sales engineers, I bring them into the equation early. We work as… [Continue Reading]
Business Development for Technical Professionals? What’s up with that?
Do you even know what business development is? Don’t knock it until you understand it. And I’m addressing sales professionals as well, who perceive the business development process as synonymous with the sales cycle. It isn’t. Business development involves understanding your current and potential markets, the customers within these markets, and developing products and deliverables to… [Continue Reading]
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