What better way to end the year than with a confession. Might be good for my soul. I was sitting around the other day and I was musing about what terrible liars some salespeople are. They are actually terrible on two counts … They lie about the most basic, and yet the most important, things.
Simply put, a sales process defines the steps in a sale that are proven to work so that this success can be consistently replicated. Think steps in a pipeline or a yes/no flowchart. Some might also include cadence as a part of this process which will, among other areas, define the frequency of selling steps. For example, how many calls should you make
I’ve been thinking about my relationship with Twitter for some time now. I like Twitter but, I have grown disillusioned by … Mindless shares, likes, retweets, and replies … many of which I strongly suspect to be automated. Correction … I know to be automated. Automated direct messages. While I have never been a fan
While the concept is simple, putting it in writing will be more of a challenge. This technique has evolved over my 40 years of B2B selling. It requires a great deal of nuance but, if you can master it, it might be the most powerful sales skill that you can develop. This technique is based
For those of us who have been around for a while (some of us longer than others), the mere thought of upending our proven routines can be … unsettling. Speaking for myself, I abhor change. I thrive in a system of perfect order, rules, and predictability. Hence, when approached with the prospect of social media, my
If you are not familiar with the Charlie App, it was a neat little platform that would discover social, news, and bio information on your contacts. Where it really shined was when it integrated with your calendar events and would deliver these dossiers, via email, to you prior to a scheduled meeting. Recently, Charlie shut
