Blog

31
Mar

The Selling Effort Should Start with Why

The more I work with sales reps, the more I realize two things: 1) Sales reps really don’t dig into the “Why” of their customer’s business. Few ask the questions to their customers “Why are they in business?” Few sales reps try to understand their customer’s true vision, the mission and values that drive the …

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25
Mar

Getting to the Executive Suite

Good article by Rain Selling on getting to the executive suite. The key point is once you get there, you need to be able to speak their language and have knowledge of their business issues and industry issues. https://lnkd.in/exqMw2W

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16
Mar

10 Characteristics of Top Performers

Top 10 Characteristics of Top Performing Sales People – Excerpts from Coaching Sales People Into Sales Champions by Keith Rosen Are constantly learning and investing in themselves Are masterful communicators Are creative – able to create new solutions and possibilities Develop a positive and healthy attitude Are passionate about what they do and deliver unconditional …

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16
Mar

Revenue, Expenses and Risk

Do you know why your customers buy your products? It is not because of the features and benefits that you offer. Companies buy for 3 reasons: 1) to grow or protect revenue 2) to reduce or control expenses and 3) to reduce risk – risk related to their people, company stability, financial, market share, reputation/brand, …

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13
Mar

Competence and character leads to trust

I recently read Resolved by Orrin Woodward. It is a book on 13 resolutions for life. In chapter 2 Woodward talks about Integrity and character. Integrity  is acting on what is right without expecting anything in return. According to Webster, Integrity is a firm adherence to a code of especially moral or artistic values : …

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