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The Best Sales Approach
Read more: The Best Sales ApproachI have a question for you: what’s a better approach in sales? Just the fact that I posed that as a question should tip my hand on my opinion. I was thinking about this as I read The Catalyst: How to Change Anyone’s Mind by Jonah Berger. In the introduction, Berger writes that most people…
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Don’t Let Referrals Limit your Growth
Read more: Don’t Let Referrals Limit your GrowthReferrals are gold 🪙 But they can also limit your business growth 📈 How can both of those be true? Here’s how 👇 I was talking to a CEO the other day and she was like most of the businesses I work with. They have happy customers who give them enough referrals to keep them…
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H3 = Sales Success
Read more: H3 = Sales SuccessLast week, I spent two days with one of my clients onboarding new business development representatives they hired to handle the growth opportunity that is in front of them. This client was not hiring salespeople. They were hiring peers of their target prospect and enlisting me to help turn them into new business developers. It…
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The “And”
Read more: The “And”Most of the companies I work with have been built on the passion and drive of a charismatic founder. The sales “process” was simply to free up as much of the founder’s time to spend with prospects and watch them magically convert. But they quickly realize that if all sales has to go through them…
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TNU – They’re Not You
Read more: TNU – They’re Not YouI was recently visiting with the HR director at a five-year old company that has experienced significant growth. They have a good product in an expanding market. In the early days, it was the CEO who was doing most of the selling, and – like the CEO of every company who has early success –…
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“The only people who don’t want to hear from me are the people I’m paid to talk to.”
Read more: “The only people who don’t want to hear from me are the people I’m paid to talk to.”I was speaking virtually to a group of salespeople recently and you could see their demeanor change as they came to this realization. Like most companies, theirs looked to hire extroverts – the “High I’s” on the DISC assessment – that would be comfortable talking to new people. This can be a great strategy, but…
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“Nobody else knows how to sell!”
Read more: “Nobody else knows how to sell!”That’s what one of my clients said to me when we were talking about his business development strategy. This owner-operator had been CEO of his business for multiple decades but was frustrated that sales always seemed to depend on him. He’d spent years on what I call the “sales/fulfillment teeter-totter.” When they were running short…
