Understanding your customer’s corporate business culture is an important, and often over-looked, variable that impacts your sales process. Develop the ability to “read” the dynamics of your customer’s business culture. Enhance your sales productivity and win rate. Consider your usual process for learning about customers. “Checking out” the company website is not sufficient. Website verbiage… [Continue Reading]
Business Culture and Sales Shortcuts
3 Tips for Innovative Customer Acquisition
Acquiring new business is the goal of every sales team. Yes, there is a sales process. Yes, there is your corporate culture’s “system.” Yes, there are sales tools, like your CRM system, from which your sales process is enabled . Just “what” that goal ends up looking like, however, can be extremely variable in spite of… [Continue Reading]
Tell Me What to Do and I’ll Do It
Do any of you know anyone like that? Life is prescriptive for them. These folks feel compelled to follow a process – someone else’s magic formula. If they follow all the steps in the order prescribed, voila! They will be successful. If they follow all of the steps in the order prescribed and they don’t… [Continue Reading]
Why Be Comfortable when You Can Be BOLD?
Renown B2C sales speaker, coach and author, Jeff Shore, has written an intriguing new book: Be BOLD and Win the Sale, available January 2014. The book made me go “Aha!” Why am I so keen on Jeff Shore’s book? Being bold is about having the poise, confidence and determination to maximize your performance levels. That… [Continue Reading]
What’s Your Sales Bandwidth?
You have a sales bandwidth. Your sales bandwidth is determined by how comfortable you are with the sales process. Regardless of whether you are a technical professional or a salesperson, there is a breadth and depth to the types of transactional conversations you are able to have. Your sales bandwidth makes you receptive or fearful… [Continue Reading]
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