Blog Archives

Today’s Lesson: Don’t be a Poodle

During a recent workshop I described how we sales people need to constantly work to be perceived as our prospect’s equals. What do I mean? Here are three examples where we are equals, but not necessarily perceived as equals: Like

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Posted in Building Trust, Champion, Qualifying, Sales Process

Elements of a Sales Recap Email

Do you send something like this after every meaningful customer/prospect conversation?

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Posted in Building Trust, Champion, Sales Management, Sales Process, Tools

Regarding Sponsors and Referrals

When inbound leads from marketing just aren’t cutting it, do you work with internal sponsors and trusted advisors for referrals to grow your business?  Or, do you do it the old-fashioned way and cold call and email blast your market?

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Posted in Building Trust, Champion, Prospecting, Sales Messaging, Sales Process, Tools

Success Story: In-Boarding

reprint from 2006* Leadership Strategies – The Facilitation Company is a leader in facilitation training and meeting facilitation. With a network of over 200 facilitators under contract, LSI provides organizations with dynamic, professional facilitators who facilitate executive strategy retreats and

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Posted in Building Trust, Champion, Closing, Prospecting, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools

Asking and Listening Even Through Email

I am often asked, “So, what are your sales conversations like?” My response is that I ask questions and share successes around two related themes: 1) How are you doing with getting new hires, new partners, new investors, etc. on-board

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Posted in Building Trust, Champion, Prospecting, Sales Messaging, Sales Process, Tools

#$%E!

No, I am not cursing at you! What I do want to point out is one of the most often overlooked sales closing tools. I know, “every one knows the key to increasing sales is a good cost v. benefit

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Posted in Building Trust, Champion, Closing, Qualifying, Sales Messaging, Sales Process, Tools

Intro to Cross-Selling

How do you leverage success with one customer into a cross-selling opportunity with another? I hope the below presentation that I delivered earlier this week helps. Intro to Cross-Selling View more presentations from Adam Shapiro. Intro to Cross-Selling View more

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Posted in Building Trust, Champion, Marketing, Presenting, Sales Messaging, Sales Process, Tools

Are You Recapping your Sales Calls? Do You Know How?

Reviewing clients’ sales call recap letters – reinforcing the letter writing process: Goals/Objectives, current situation, capabilities needed, value, next steps.

Posted in Building Trust, Champion, Sales Leader, Sales Management, Tools

Ask Better Questions

From Michael Lombardi at http://www.nationalfootballpost.com on Leaders asking questions: LEADERSHIP IMPROVEMENT IDEA… “New opinions often appear first as jokes and fancies, then as blasphemies and treason, then as questions open to discussion, and finally as established truths.” — George Bernard

Posted in Building Trust, Champion, Networking, Qualifying, Sales Messaging, Sales Process