by salesreform | Jun 25, 2018 | Champion, Qualifying, Sales Leader, Sales Messaging, Sales Process, Today's Lessons
I joined Jason Stone from Frontline Selling for this video webinar, the second in a series – Sales Cycle Series – Executing the First Call – Frontline...
by salesreform | Sep 12, 2017 | Champion, Qualifying, Sales Management, Sales Process, Tools
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 they are making a decision Tuesday.” I responded that I could see why he was...
by salesreform | Apr 19, 2017 | Champion, Qualifying, Sales Process, Today's Lessons
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 you, I am a busy professional. Often,...
by salesreform | Oct 5, 2016 | Networking, Qualifying, Sales Messaging, Sales Process, Today's Lessons
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 over coffee or other notes. Today, I’m sticking to an...
by salesreform | Nov 10, 2015 | Sales Messaging, Today's Lessons
Do you give good phone? Today, I called a stranger to buy football tickets. I had found the nice lady on the other end of the phone through her craigslist “for sale” posting. She had suggested in her listing that interested buyers text her to check...
