Sales Process: I’ll Take the Barbacoa Please with Pinto Beans and Brown Rice
I love Chipotle. They’ve got a great story. Their food is tasty. And most important they make it easy for me to buy from them. Several years ago my wife and I alternated between taking our kids to...
View ArticleSales Training: Why Role Playing Pays Off
Inspired by a recent deal strategy session with a client of mine and his sales director I wanted to give you three reasons to role play before your next sales call. Reason #1 – Mulligans are usually...
View ArticleSales Opportunities Stalled? Here Are 7 Tips for Kick Starting Them
Stalled sales opportunities can drive salespeople crazy. Worse than losing your sanity however is losing slowly and watching your productivity drop like my favorite band in high school, Led Zeppelin....
View ArticleSales Proposals 5 Tips
I want to give you some tips on delivering compelling proposals. No, not this kind of proposal, though it can be the toughest sale some guys make! First, the best proposals demonstrate to the customer...
View ArticleSales Pipeline: How to Build a Healthy Sales Funnel
Do you know your number? I’m not talking about your cholesterol level (I did have mine checked recently) or the amount of money you’ll need when you retire. If retirement is too far off or too painful...
View ArticleGlobal Sales Mumbai Magic
Recently I was invited by a client based in Singapore to on-board new sales teams in Mumbai, India, Shanghai and Singapore in my company’s Funnel Principle selling process. The highlight of the trip...
View ArticleSales Recovery: Repairing Broken Relationships
Cary Grant To Catch a Thief Remember the scene in To Catch a Thief when John Robie, aka ‘the Cat’, aka Cary Grant, escapes into the restaurant of his old resistance friend to avoid the French...
View ArticleDeath of New Products
Is your selling approach killing sales of your company’s new products? Years ago, Neil Rackham, author of SPIN Selling and Rethinking the Sales Force published a paper that showed how the sales forces...
View ArticleSales Pipeline Management
Several years ago Public Television sponsored a competition called Frontier House. Several families traded in their comfortable homes and modern day lifestyles to live a simulated life in 1880s...
View ArticleA New Classic for Selling
I choose to use this week’s blog real estate to tell you about a wonderful book called Selling Fearlessly, written by Bob Terson. Here’s my Amazon review of Bob’s book. I’ve come to learn that Bob...
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