Business Services

4 Essentials for Success in Sales

Successful sales people display the same characteristics in my experience, but those characteristics aren’t the ones most people would expect. They don’t include ambitious, aggressive, gregarious, social, pushy, or any of another 20 we might think of. But they do include the qualities we would look for when wanting to buy from somebody! That shouldn’t [...]

Read the full article →

Selling Software Keep It Simple

Sales Coach

Selling Software is a complicated business. We need to have a process. We need to have discipline. We probably need to persuade customers of the value in new ways of thinking. But for the customer, at least, we need to make it simple. Making complicated concepts simple so others can understand is probably the [...]

Read the full article →

Multi Dimensional Business Management

Management Built In

There are three dimensions to my business (and anybody else’s) and success in all of them is a pre-requisite of survival and growth. They are mutually dependent – one can’t exist without the others. They are equally important – needing the same degree of management attention. They are easy to get wrong – and hard [...]

Read the full article →

With Software Tracking Sales Consultants Bill More Hours

Pipeline Management

Andy is one of those guys – the ones who call to see the CEO, but nobody ever really knows what was said. He’s a management consultant working in the stratosphere of Mergers and Acquisitions. He doesn’t get involved in the finance. He helps companies understand the challenge of overcoming clashes of culture when two [...]

Read the full article →

10 Strategies for Selling Better Prices

Sales Coach

Tactics for selling at higher prices don’t get the airtime they should but all sales people should get trained in these techniques. Think about this for a heartbeat – lifting a sales price by 10% in most businesses doubles the net profit. Selling at higher prices is the fastest and easiest way to improve a [...]

Read the full article →

Sales Qualification – Understand the Process

sales qualification

If the prospect can’t explain his process, the sale most likely won’t happen. Lack of process may be an opportunity, as well as the obvious threat. Maybe we can suggest a process, guiding the scope and selection. We’ll add value through consulting on how to buy the right thing, the right way.

Read the full article →

It’s Leaving Stuff Out That’s Hard

Front Office Box

Less is More is a popular theme these days. The phrase (thanks to Mies Van Der Rohe) has come to suggest leaving out anything that doesn’t add value.

Read the full article →

Selling Aspiration

Sales Coach

“Now that is selling aspiration. Not features or benefits, but what we wish for ourselves – our aspirations.” A new sales rep, Mickey joins the Ferrari dealership and gets put with the seasoned pro, Sue, for training. Mickey asks Sue, “these cars are so expensive, I don’t understand why people buy them”? Sue replies “well [...]

Read the full article →

← Previous Entries