Chief executive officer

The CEO Close – What Is It. How To Use It

Sales Coach

Close the sale like your CEO would. This technique is friendly, fun and best of all functional – as in it works – unlike most of the tricks you’ll hear about. There’s a popular myth about Closing The Sale. In sales folklore, the ability to close deals is the superstar’s secret sauce. Somehow the superhero [...]

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What Makes a Superstar Sales Manager

Sales Manager

What do great sales managers do differently from the merely good sales managers? How do they stand out from the crowd when the head hunters start looking around? When the recession bites, or when market dynamics go against them, how do they keep their jobs while all about them are losing theirs? Good sales managers [...]

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The Difference Between Small Business and Big Business

Front Office Box

What’s the difference between a big business and a small business? Long time ago, a CEO explained to me the only difference between big business and small business was the number of 0s after the number. At the time his concept seemed to make sense, but that was 40 years ago. After years of business [...]

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The Worst Problem When Selling

Sales Qualification

My worst problem when selling is prospects who won’t close deals. That’s why I’l work like crazy getting the sales qualification and process right for each sale. Selling can be a lot of fun. It can also be a pain in the ass. Some people claim they enjoy the thrill of the hunt, the chase [...]

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How I Sell To CEOs

Sales Coach

Selling to the CEO isn’t a difficult as it might appear, but it is different to selling to anybody else in the organisation. The CEO has a different perspective. If we can find and exploit her personal agenda the selling will be simple. Here’s a secret to selling to CEOs you won’t find in any [...]

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With Software Tracking Sales Consultants Bill More Hours

SPPM

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 [...]

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Being The CEO Doesn’t Mean You Can Sell

Sales Coach

I like selling to CEO’s but hate working for them. There’s something about the title that encourages them to think they know better than everybody else. Of course the really bright CEOs understand their job is about getting the best out of their people, supporting their skills and backfilling for them, so they can deliver. [...]

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Call as high as you can.

Sales Coach

Sales calls should be made as high in the customer organisation as possible. The sales call to the CEO will save time and take the initiative away from the buyers. Why is it that people selling things like to deal with the doorman? Ok so, that’s an outrageous exaggeration, but it grabs the attention and [...]

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