Blog Archives

Today’s Lesson: Beatus Aures

Over coffee last Friday a coaching client of mine told me about an RFP he was excited to answer. “It’s in our wheelhouse, but I have to go soon so I can get the answer out. It’s due today and

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Posted in Champion, Qualifying, Sales Management, Sales Process, Tools

Today’s Lesson: “Social” Selling

No, this is not another post on using online sites like LinkedIn to build your pipeline. Rather, I want to talk about my friend Mitch (real person, fake name). Mitch is looking for love. He’s a good guy. Works hard,

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

Today’s Lesson: Two Existential Questions

For today’s lesson we are going to explore two existential questions: Why does your company exist? Why should your ideal client want to talk to you? Why does your company exist? The answer to this question should scream at visitors

Posted in Building Trust, Marketing, Qualifying, Sales Messaging, Sales Process, Tools

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

Today’s Lesson: The Implementation Story

Many of you are trying to close deals with your prospects this week and next to finish the year or quarter on a high note. So, I have a question: Have you included an implementation plan discussion as part of

Posted in Closing, Qualifying, Sales Process, Tools

Today’s Lesson: Why Am I Here?

You may be thinking I am about to go off on an existential rant about authenticity, our place in the universe, or possibly a lecture on the appropriateness of a paleo diet. Nah, let’s save those for a get together

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

KiteDesk Goes to School

Sean Burke, CEO of my client KiteDesk, wrote this blog post   – about our work together. If you sell to other businesses and need new customers, get to know Kitedesk and tell them I sent you. 

Posted in Qualifying, Sales Messaging, Sales Process, Tools

Hubie, T.K., and the Ideal Prospect

When Hubie Brown and I were much younger, he was my favorite basketball coach.  I had just moved to Atlanta and adopted the hometown Hawks – his team.  He was smart and energetic.  In interviews, he seemed like a great

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Posted in Marketing, Prospecting, Qualifying, Sales Leader, 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

Five Questions to Ask if your Deals are Not Closing: Who, What, How, When, and Why

Last week, I led a two hour seminar at a client’s annual meeting of partners and agents – think 40 B2B sales people and executives. The President had asked for 2 hours on closing skills to be presented to a

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Posted in Closing, Presenting, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools