It is difficult to see the advantage in every situation given the outbreak of the Coronavirus. However, an article in the Washington Post provides a new perspective on how roadblocks test your journey to success. The article states that in 1665, the infamous Bubonic Plague created the need for people to work from home. Isaac […]
Read the latest thinking on how salespeople can best serve customers as they move through the buyer’s journey.
One of my pet peeves is social selling without listening. It wastes the customer’s time and makes the seller look stupid. For example, if I accept a request to connect with someone on LinkedIn, that can be the start of something worthwhile for both parties. But if the new connection then advertises their demand generation […]
Selling today is more like Improv than the old pitch-and-close message delivery of the past. Nobody wants to be “shot” by a hunter-salesperson, or “harvested” by a farmer. Executives want a conversation where they are listened to, and the other person builds on what they say and offers new ways to think about their situation. […]
Over the last two decades, I have successfully built consulting relationships with senior executives at large corporations. I have served half of the top 30 most valuable brands in the world and have built a specialty in helping the best of the best consumer companies grow, like Anheuser-Busch, Gillette and so on. I’ve also served […]
As a senior sales executive, you live by two principles: Focus and Follow-up. You use the 80/20 rule to identify the largest sales opportunities with the highest probabilities of closing — the “whales.” You focus attention on the whales and relentlessly follow-up doing whatever it takes to close enough of them to make your sales […]