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Tag Archives: Sales
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
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
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
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
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
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
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
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?
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
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
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
To Sell More, Sell Less
Today’s customer is overwhelmed with too much information and not enough time and attention span to digest it all. As such, the best salespeople have evolved and simplified their sales approach to be more responsive to over-burdened and over-saturated customers. … Continue reading
We’ve Gotten the Sale…Now What?
The customer has said yes. He or she will buy our product and service. Now what do we do? 1. Shut Up and Get Out As Michael Bloomberg, the billionaire Mayor of New York City, puts it so well: First, … Continue reading
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
Posted in Communication, Growth and Strategy, Sales and Marketing
Tagged Brand, Marketing, Sales, Sales and Marketing, Social Media
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Sales and Marketing in a Time and Attention Starved World
In today’s over-saturated world of twenty four hour media, advertisement, and promotion, we are drowning in too much data and too many messages. Our brains are full, and our attention span is depleted. Paradoxically, despite this flood of information, we … Continue reading
Posted in Growth and Strategy, Sales and Marketing
Tagged Attention Starved, Customer Service, Growth, Marketing, Sales, Selling, Time Starved
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High Impact Selling – Timeless Sales Advice
My re-reading of William T. Brooks’ 1988 book, High Impact Selling: Power Strategies for Successful Selling, reminded me that the keys to successful sales have been known for years. They just need to be implemented and followed. Fundamentals of High … Continue reading
Posted in Growth and Strategy, Sales and Marketing
Tagged Customer Service, Sales, Sales Coaching, Sales Success, Sales Training
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Lessons from a Customer
Over the last month, my family and I have moved from Chandler, Arizona to Newport Beach, California. We sold our house in Chandler, moved ourselves and our belongings, and bought a house in Newport Beach. As so many of you … Continue reading
“Do You Want Fries With That?” – An Opportunity for Profitable Growth
McDonald’s employees are trained to ask all customers whether they want fries with their meal. This little question, repeated millions of times a day in thousands of McDonald’s restaurants worldwide, creates millions of dollars of profits for McDonald’s as millions … Continue reading
To Sell Well, ‘Spin Sell’ – Sales Training for B2B Companies
Selling is all about delivering value to the customer. In B2B (Business-to-Business) sales, this fundamental is too often forgotten. Instead, salespeople: 1. Tell customers how great their (the salesperson’s) company is 2. Tell customers all the features of their great … Continue reading
Posted in Growth and Strategy, Sales and Marketing
Tagged B2B Sales, Sales, Sales Coaching, Sales Training, Spin Selling
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Get Out of the Office and Get Your Business Growing in 3 Days
With the weak economy and the grid-locked government, many business leaders feel stuck, frustrated and frozen in place. They know that their current strategy of downsizing, economizing and streamlining will not lead to long-term success. In fact, in a recent … Continue reading
David M. Shedd - Move Your Company Forward 