5 Questions to Generate Velocity and Beat the Competition
Leaders know that to compete they must go further and get there faster, but a straight line is not always the fastest route.
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Six Ideas to Improve Your Cold Calling Outcomes
Cold calling can be tough. But there are so many ways to improve your outcomes and make it easier on yourself. Here are six of our favorite ideas that we’ve learned from our many years in sales. They’re all easy tips that will help you improve your cold calls and get more appointments. 1. Prepare…
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Are you qualifying your clients the right way?
In his Solution Selling Fieldbook, Keith Eades provides a great analysis on what he calls the “Myth of Qualification.” Most sales professionals are familiar with the concept of BANT (Budget, Authority, Need, Timing) – the acronym has been around since the early 1960’s. It is often used as a method to determine the ability and likelihood…
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No Punching Below the Belt
When faced with direct competition we have a natural tendency to discredit or devalue our competitors. In the heat of the battle, it’s human nature to think “If my competition looks worse, then I will look better.” Nothing could be further from the truth when it comes to selling. It’s a sign of weakness to…
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Mornings or afternoons – when are your clients most honest?
It’s negotiation time, and you’re working to schedule an onsite meeting with the client to review the contract. Or maybe it’s the end of the quarter and you’re confirming with your sales team which deals are actually going to close. If you want the most straightforward answers to your questions, you better make it early…
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Diagnose Before You Prescribe
Your doctor would never write a prescription or perform an operation without diagnosing you first. You show up with your symptoms, your internet research and advice from all of your friends and family, but ultimately your doctor is the one who will determine what’s really wrong and will proceed with the appropriate treatment. It’s no different…
