Sales

In simple terms the Sales Steps are: Start : contact some Leads Qualify : determine if those Leads contain Opportunities Propose : when those Leads contain…

When you finally present stuff to a prospective client, the goal is: To help the probable client want to hear more from you and see more of you...and only…

Entrepreneurs have deal-doing insight . Good salespeople have deal-doing Insight , which can be defined as: a natural, deep capacity to understand people and…

Thought Tweet #630 With the pressing of all those buttons, the 30-Second Elevator Speech is going down. The Thinking Behind The Tweet As you no doubt have…

Thought Tweet #619 The need for clear differential advantage and crisp value propositions is increasing. The Thinking Behind The Tweet Social media has…

Thought Tweet #615 Marketing is about knowing client needs, discovering insights, & 'packaging' help. The Thinking Behind The Tweet Sales is about persuasive…

Thought Tweet #603 Solving Problems: that's the essence of growing relationships with clients and growing business. The Thinking Behind The Tweet Problems…

Do you agree or disagree with this quote? " One of the inherent flaws in the minds of nearly all salespeople is something resembling an inferiority complex…

Thought Tweet #562 If you want to learn how to sell at higher prices, first learn how to buy at higher prices. The Thinking Behind The Tweet It has been my…

Thought Tweet #559 Marketing isn't dead. It's just having a bit of a conniption, Sales isn't dead. It just needs a breath of fresh work. The Thinking Behind…

Thought Tweet #554 As people change jobs at an accelerated pace business relationships evolve quickly - expanding independence. The Thinking Behind The Tweet…

Thought Tweet #553 If trust is at the heart of meaningful business relationships, insight is in the brain. The Thinking Behind The Tweet Trust, based on a…

The Entrepreneurial Dilemma: how to delegate [or institutionalize] the entrepreneur's deal-doing insight . True entrepreneurs have deal-doing insight . They…

Thought Tweet #543 Plan and Integrate your Sales activity: do not view Sales as a stand-alone business function. The Thinking Behind The Tweet Phillip Delves…

Manufacturing Sector Contracts: what you don't know...will hurt you. What's bad - manufacturers in Ontario continue to leave money on the contract-table and…

How often do you step away from your day-to-day work to think about what Sales Managers want? Sure, if you're a business leader then sales managers have…

Thought Tweet #533 As counter-intuitive as it may seem - today, more than ever, for human interactions, thoroughness outstrips quickness . The Thinking…

Thought Tweet #532 When you think on narrow paths you can be efficient; when you think on broad paths you can be effective. The Thinking Behind The Tweet…

So what!...quotes from recent books about selling: don't make sales-challenge mountains out of sales molehills and sales quotes. Here's what! Take a good…

More than 50% of business people have a voice-mail message that says something like, " Thank you for calling. I am not here. Leave a message and I will call…

Thought Tweet #528 Customers hate to be sold but they love to learn, even if you have to teach them how. The Thinking Behind The Tweet Gitomer, and others…

All businesses experience a series of problems. Solving problems is essentially what business is all about. However, business should not be a strung-out set…

Thought Tweet #526 Invest the time it takes to understand people. Understanding provides for trust, motivation, & leadership. The Thinking Behind The Tweet…

Have you had trouble getting people's attention? Is it becoming more difficult to get people's attention? If you have had trouble getting people's attention…

During a conversation last week, I mentioned I had been studying sales performance at a number of companies. During the last 15 years, many B2B enterprises…

Thought Tweet #521 Two ways to excel at Sales: #1 truly like & enjoy people and #2 truly understand people. The Thinking Behind The Tweet It seems to me most…

After talking with several hundred business owners and leaders during the past 4 years, I have noticed some trends. Many businesses are struggling with…

Thought Tweet #515 A piece of social-media advice: consider first the relationships your activities are building. The Thinking Behind The Tweet ' Just Do It…

Social Media is forcing business - worldwide business - to get back to the basics. In business, the Marketing & Sales functions are about testing for value…

Value-based pricing is the exact opposite to competing with a low-price strategy. So, the spectrum of pricing strategies goes from low-price at one end to…