Get Free Weekly Tips & Updates!

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 …

It’s Crunch Time! 3 Tips to Help Close Your Year

It’s the end of the year and the pressure is on:  you need to close all possible deals by midnight of December 31.  Internally this is called a closing plan, but when communicated to the customer, it may be referred to as a Sequence of Events document or a Working Plan.

Three Ways to help Change the Conversation

I just returned from Richardson’s Client Forum and, as always, learned a ton from their visionary CEO, David DiStefano. He said that value is in the eye of the beholder. Many were surprised to learn this fact: 75% of sales people believe they differentiate themselves during the selling process; however, customers say that sales people …

Three Ways to Connect the Dots

I recently met with a client who was having difficulty answering basic questions about a customer he had been covering for years.  I wanted to understand the key priorities over the next 12-18 months, of a particular line of business he was selling to, and what strategies/initiatives they were putting in place to achieve them.  …

Insight Selling: Just a New Name?

I keep hearing about the new thing since solution selling called Insight Selling. Much has been written about it, but I am not convinced much has changed other than the name. In the old days of solution selling, before the buyer could access a plethora of information on their own, we used “Insight Selling” to win …