You have a choice in sales: To be a true partner, or to just be a salesperson
Do you believe that building trust is important in sales? What builds trust faster? Sharing vital information up front, or omitting vital information? Seems so obvious, right? I’ll ask it another way. Imagine this scenario: There’s something about what you’re selling...
Our Deals Keep Stalling! Five Ways to Maintain Momentum and Avoid the Stall
Our deals keep stalling! Over and over there are consistent and pervasive issues that are causing customers to lose interest, and eventually move on with their lives. Is this you? With almost every-single-company I speak with, it’s a consistent struggle: A...
That “logo slide” in your presentations? It may be time to get rid of it…
Sometimes it’s the little things that polarize your buyer – little things that you believe are helping to bolster your case, but in fact may be driving a consensus sale into a stalemate. For example, those who have worked for me know my joke policy: “If I see a...
Sales Empathy: Optimizing Emails for Buyer Priorities
Sales Empathy: Optimizing Emails for Buyer Priorities Two weeks ago, we talked about why your email subject lines don’t matter anymore, given the fact that we ALL have email inboxes which have a preview of the first ten or so words. It’s that preview that...