Sellers, Be the Heroic Expert — for Your Buyer
When buyer/seller harmony is achieved, more than a sale is made. Value is exchanged. Yet, for a number of reasons, sellers are about as in harmony with their buyers as I am in singing along with the radio.
How to Build an Effective Sales System in Layers
Top performing sales teams aren’t just teams, their training isn’t just training, and they don’t just use software. The best sales organizations are much more than a collection of parts - they’re a coordinated system made up of many smaller and interrelated systems.
Improper Use of BANT Will Cause You to Kill Opportunities
I received an email asking me to check out an article on the Salesforce.com blog that featured an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales.
What Is Systems Thinking, and Why Should You Care?
When you have a problem with someone at work - perhaps an employee or a boss - what is your process for solving it?
Are You Winning Enough?
This may seem very basic, but I’m constantly surprised by how little we address the issue of “Are we winning enough?” Of course, there are a number of ways to consider and respond to the question.
Is “being present” the next big sales skill your team needs to develop?
When you think of skills your sales team needs, the words “being present” probably don’t pop to mind. But when I spoke with Colleen Stanley, author of Emotional Intelligence for Sales Success and president of the sales leadership development firm Sales Leadership, she listed “being present” as the key skill salespeople and their managers need in order to build trust with each other and with buyers.
