Selling to decision makers can be a daunting task. Are you selling from a position of confidence or insecurity? Scenario 1. In selling to technical decision makers, you over-use marketing communications materials as a crutch for your selling insecurity. You think the marcom stuff makes you sound knowledgeable. To a skeptical technical decision maker, these… [Continue Reading]
Insecurity Doesn’t Sell
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]
Jettisoning Your Baggage
I bought a new SUV this weekend. It replaced the vehicle I had to purchase when my former SUV got totaled. My former beloved vehicle was the one I was driving when I got T-boned by an asphalt truck while leaving a client. I enjoyed driving my rock-solid replacement SUV/truck (aka, tank). I just didn’t… [Continue Reading]
It's the little things
It’s the little things… performed constantly and consistently over time that make the difference. It’s the daily resolutions that reinforce solid business habits which we put into practice over and over again that build up our mental “muscle memory.” It’s the stuff you can depend on and dig deep for, when you are back on… [Continue Reading]
Being Relevant To Your Customers
Everyone is involved in the business development process: finding markets and identifying customers for our product and service offerings. No one is exempt from this process, either. Even if you are a technical professional who is transitioning into a sales role! We all talk about “doing our homework” before we call on current and potential… [Continue Reading]
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