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5 Tips to Get More Value out of Meetings

Too many times I hear people lamenting about the worthlessness of the many meetings they must attend. When I was in corporate America, I often felt the same way. Most of my day was spent in meetings, which meant time away from clients or prospects, not to mention I had to get to the office …

4 Ways to get Bigger Deals

Ask most sales people where they want to spend their time. If given the choice to close one $1,000,000 deal or ten $100,000 deals, most people would choose to close the bigger deal. Why? Because it can take about the same amount of time to close a bigger deal as a smaller one. You are …

Not All Clients are the Same

Over the years I have said many times to my sales staff: not all clients are the same, so don’t treat them the same way. Although some clients may come from the same industry sector and have other things in common, it doesn’t necessarily mean they should be treated the same way. So why do …

Pushing Product

You are committed to bringing the sales team into the 21st century and have—once and for all—stopped them from pushing product. Your company has done all of the right things by the sales team. You’ve gained the support of executive management and sales leadership that change is necessary; that the right course is selling solutions …

Align Buyer Needs to Your Offerings

Recently, I wrote about the importance of understanding client strategy. It is equally crucial to align buyer needs to your offerings. Nothing is more painful to a buyer than to have the sales rep say, “I was wondering if we can meet to find out what products and services would help your business.” This may …

Pushing the Envelope: Coach the Top Producer

I was speaking with a client of mine who was shocked to find out that one of their top producers had been fired. This top producer was 165% above quota in 2013, and was looked up to by all of sales. So, how could he have been let go? This top producer had always been pushing the envelope, and he …

Know Your Client

Do you know your client’s goals, strategies and initiatives?  Do you know how they relate to each key stakeholder? Are they specific, measurable and time bound, and can you link them up and down the value chain? And, better yet, have you validated with the company’s key stakeholders where they are headed and why that …