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Using Video In Sales: Proposals
Video has pervaded our lives in an aggressive way. We knew it was out there...lurking as the next platform for communication. But now we're using it live for all of our meetings and conversations, messing with our brain, driving us insane. But there's good news!...
Easy Input Request: What’s your level of interest in a #SalesHistory podcast?
Would you have any interest in me launching a podcast on Sales History? (my "1-Question" ask is at the bottom) If someone were to ask me, “What’s your hobby?”, as strange as it sounds, I’d answer, “the history of the sales profession”. While there was a book 15...
The Final Interview: Transparency for the Win
Do you have a gap in your resume? Is there a requirement in the job description that you don’t have? How do you handle it during an interview? If you’re like most, you likely hope they don’t bring it up, and if they do, have an explanation for it? There’s an...
Sales Differentiation: The Not-So-Obvious Fourth Pillar
How do you win in a space where 56+ companies claim to have the same technology you do? Every company is looking for ways to differentiate. But there’s a not-so-obvious place to look… Every article I read on sales differentiation focuses on three categories with...
Aha! The Key To Maximizing Customer Retention!
It's one thing to focus on transparency as it relates to customer "acquisition", but what's its impact on customer "retention"? From the recent research I've been digging into...EVERYTHING! To start, which trait of a company is more likely to cause customers to...
Transparency: Why wouldn’t you?
You know what I’ve NEVER heard? Someone telling me a story that starts with this: “I led the conversation by letting the prospect know where we might not be a good fit - and where our solution doesn’t quite meet their requirements.” And ends with: “This really...
#FindDigger – How NOT To Handle A Business Mistake
Five years ago today, the unthinkable happened to us, a dog family. It was the start of an insane nightmare. Before I tell the story, let me start with the end… If you are in business, you will screw up. You will make mistakes. You will upset customers. Winners own...
Should part of sales comp be tied to renewal?
It's 2015. Three people walk into a conference room: CEO: OF the fastest growing tech company in Chicago. Me, who we'll refer to as "Todd": SVP of Sales for said company, pre-Transparency Sale. Future Todd: from today, post-Transparency Sale CEO: “Todd, the sales...
Was Tommy Boy right? The purpose of your sales presentation
Tommy Callahan (from the movie Tommy Boy) may have been on to something! What is the purpose of your sales presentation? I would argue... ...the objective of a sales presentation is to bind the audience around a feeling. It’s not to convince. It’s not to provide...
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