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.
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…
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…