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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 …

4 Ways to Avoid Closing Deals on Your Company’s Timeline

The other day I was talking with one of my client’s top performers. He is typically a pretty upbeat guy and I was surprised that he was so upset. He explained to me that he was miserable because his manager was forcing him to close a deal in time for an upcoming board meeting.

Is Change like Moving Mountains?

We all know change is hard. Unfortunately – or fortunately, depending on your perspective – change is inevitable for a company’s future success.  Companies budget a lot of money for training firms and consultants to help improve employee skills and business processes, but oftentimes it does not lead to lasting change.  It seems many companies …

4 Things Sales Leaders Can Do to Effect Change

The hardest thing for any person or organization to do is change. Why? Because most of us lack direction on how to change, preferring to stay in our comfort zone. But sales people do change when given a healthy dose of hard cold reality. It could be that revenue numbers are down or your sales …