Tag Archives: Sales and Marketing

Never Split the Difference – Negotiating As If Your Life Depended On It

Following up on my blog from August 2017, Negotiation – An Overview, I summarize the excellent book, Never Split the Difference: Negotiating As If Your Life Depended On It, from former FBI negotiator, Chris Voss. I highly recommend that you read … Continue reading

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The 5 Fundamentals of an Innovative Company

The world and the customer are changing rapidly.   To keep up with these changes and to truly differentiate themselves in the marketplace, companies need to innovate. Yet, too many companies still rely on small updates, upgrades, or makeovers of their … Continue reading

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World Class Selling

The book, World Class Selling, by Roy Chitwood (founder of the Track Selling sales process) is an effective and insightful sales book. It is well worth reading for both new and experienced salespeople alike. Below I have summarized the key … Continue reading

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Sales Fun Facts

This month, I thought to share some sales “fun facts” to get us all thinking of what we can do better to drive sales growth and success and move our companies forward.   Having the right people on your sales … Continue reading

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What Does a Buyer Want?

I recently interviewed a professional buyer at a customer company who was looking to move into a sales role for our company. I asked how she would use her current experience as a buyer to be a better salesperson. Her … Continue reading

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Don’t Upsell…Right Sell

“Would you like to supersize your order?” As I wrote previously (“Do You Want Fries With That?” – An Opportunity for Profitable Growth), upselling can bring additional value to our customers, create additional sales and profits, and cement our relationships … Continue reading

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Coaching and Developing Great Salespeople

Wanted: Great Salespeople! All of us are looking for great salespeople to close business, grow revenue, and help drive our companies to success. What are some of the qualities of great salespeople? Professional and personable Responsive and lives up to … Continue reading

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5 Steps to Improving Customer Service

Excellent customer service is a fundamental for success in our businesses. Unfortunately, it is all too often lacking. So, how can we improve customer service in our companies? Hire and Develop Employees that Actually Like People: Customer service starts and … Continue reading

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Prepare Questions…Not Presentations

The sales meeting begins. The salesperson starts talking through a PowerPoint presentation slide deck (which took him several hours to complete) telling the customer how great the salesperson’s company and products are. 30 minutes later the presentation is complete. And … Continue reading

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Get to the Front Lines

Undercover Boss has become a hit TV series by showing big corporate bosses going undercover and discovering the reality of the work lives of their employees. As leaders, we do not need to go undercover; we just need to get … Continue reading

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Ten Ways to Grow Sales Now

Despite the improving unemployment rate and positive economic indicators, many B2B companies are stuck in slow and no growth modes. How can these companies re-kindle growth and increase sales?

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Go Where the Growth Is

In today’s low growth world, B2B companies need to be looking for those market segments and niches that are growing faster than the overall economy. ‘Going where the growth is’ offers our companies the promise of increasing sales to growing … Continue reading

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Empathy – A Crucial Leadership Skill

Henry Ford said it well: If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own. This … Continue reading

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An Open Letter From Your B2B Customer

Dear Mr. or Ms. Sales Manager, I am writing to remind you that I need you. You and your salespeople provide products and services that I need to help me succeed in my business. Unfortunately, many of your salespeople do … Continue reading

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Five Questions to Ensure a Successful Sales Call

In his book, Spin Selling, Neil Rackham defines the four outcomes of any sales call: Win – the customer makes a firm commitment to buy Advance – the sales process moves forward towards a decision Continuation – the sales process … Continue reading

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Do We Spend Enough Time Selling? – The Cost of Chaos

We have and need salespeople in order to sell, that is, in order to move deals forward. But, how much time do our salespeople really spend selling each week? Rick McPartlin, the CEO of The Revenue Game (and someone with … Continue reading

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3 Fundamentals of a Customer Service Culture

Having a true customer service culture depends on each individual employee. Each employee is focused on solving the customer’s problems Each employee strives to help the customer succeed in their business Each employee supports and helps their fellow employees

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Social Media for the B2B Executive

Social media – Facebook, LinkedIn, Twitter, blogs, etc. – usually revolves around business to consumer (B2C) efforts. In it, companies are trying to reach many possible customers through their social media effort. For business to business (B2B) companies, the situation … Continue reading

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Data Analytics 101

Data Analytics…Big Data…Sabermetrics With the success of the book and movie, Moneyball, a few success stories in the retail world (Amazon and Wal-Mart), and a lot of hype from the consulting and technology industry, data analytics has become a buzzword … Continue reading

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Grow and Win With New Product (and Service) Development

In today’s slow-growth economy, companies are struggling to find new ways to grow. All too often, current products are mature and current markets are saturated with competition. To escape these brutal facts and find a new avenue for growth, companies … Continue reading

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