Powerful Sales Results. Every Lead. Every Time” Do you remember that scene in “Jerry Maguire” when Renee Zellweger says to Tom Cruise … “You had me at hello”? The author of this book, Weldon Long, had me at his dedication page … “This book is dedicated to the passionate and hard-working men and women who
In an article earlier this year, I announced “Craig 4.0 – My Final Work Chapter”. Well, here it is. I figure that I have five more years left in me and, as hard as I want to try to fully retire, work continues to be my main hobby so … I’m stuck. This does not,
If you really want something, you have to be prepared to go out and get it. Sometimes this might involve a steep learning curve but, once again, if you really want it … Case in point and one on a more personal level. I have always had the dream of being, at least, a moderately
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
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
I can’t speak for you but, I am all about expectations! As a salesperson, I want to set realistic expectations for my clients and then … always exceed those. As a customer, I expect the salesperson to set realistic expectations for me and then, at least meet those. Exceeding them is the icing on the
