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...
Why your feature or function differentiation doesn’t really matter -and what you can do about it
As a seller, how do you really know your messaging and positioning is actually working? Categorization Categorization is a powerful function of our brain. Our brains take up about 20% of our energy, but only consist of around 2% of our weight. If, every time we...