Customers Don’t Know What They Don’t Know!

In today’s world of Google, LinkedIn, Twitter, Facebook, Instagram, blogs, newsletters, news feeds, instant messaging and other sources, information is readily available to buyers whether they are B-C or B-B. With these resources buyers are much more sophisticated and knowledgeable before they engage with a sales professional. In fact, we live in a world where […]

Sales Call Check List: What Every Seller Should Consider Before a Call!

Skilled and successful sales professionals recognize the importance of call planning in conducting an effective sales meeting. How many times have you left a meeting only to realize that you didn’t get the information, commitment or action anticipated? Today’s buying influences expect sellers to be professionals who can manage a meeting, focus on the buyer’s […]

Lesson Learned from a Sales Autopsy

Recently we had an interesting conversation with Ben, a very frustrated medical device sales representative. Ben has been a top 5% performer for his firm (Origin) in each of the last five years. He has exceeded quotas every year and consistently outsold his competitors. Origin competes against several companies that offer similar services. Further, Origin […]

Check List for Handling Discount Demands

Recently we were asked by a client to develop a brief but interactive negotiation workshop that provided insight into handling the objection “your price is too high…we need a lower price.” In preparation for the session we developed a detailed case study that outlined the exact business scenario that their sales force was experiencing daily. […]

What Sales Reps Can Learn From Peter Drucker

  “Peter F. Drucker was a writer, professor, management consultant and self-described “social ecologist,” who explored the way human beings organize themselves and interact much the way an ecologist would observe and analyze the biological world. His 39 books, along with his countless scholarly and popular articles, predicted many of the major developments of the […]

Concession Strategy in Complex Negotiations–Planning Your Give-And-Take: Part 2

In “Concession Strategy Part 1” we explored what goes into a concession strategy, the importance of detecting your counter-part’s approach to negotiation (collaborative vs. competitive) and four guidelines for conceding. In Concession Strategy Part 2 we’ll focus on the five skills you should develop or refine to become a better practitioner of “win-win” negotiations. It […]

Concession Strategy in Complex Negotiations–Planning Your Give-And-Take: Part 1

Consider this situation. Your manager offers you a newly created sales management position that includes an increase in salary and a $30,000 bonus. As you reflect on the offer you realize that if you earn your bonus, your total compensation will increase but not markedly since you are paid a salary plus commission now and […]

Lesson Learned: No Response! Why?

In a recent sales workshop a participant asked us for some help to solve a problem that perplexed her. We asked for some context before she asked her question. Here is the scenario she (we’ll call her Sally to protect her identity) painted for us rather graphically. Have you ever found yourself in this situation? […]