Build Your Professional Brand. Know These Lagging Indicators!

Every B-B sales professional needs to prove their intrinsic value. It goes beyond making President’s Club. Sales representatives should think in terms of building their personal “brand” to improve their corporate visibility, increase their income and position themselves for advancement within their own organization or another. To build your brand think like a “sales leader” […]

How Well Do You Know Your Buyer?

Buyers begin each purchasing process with varied degrees of knowledge.  Some may have direct experience with products and solutions, while others may have read blogs and industry reports or had conversations with former buyers.  Each buyer has a perspective about the business context surrounding the purchasing decision.  That perspective includes information, data, experiences and feelings.  […]

4 Sales Reviews That Every Organization Should Conduct Routinely!

In meeting with sales executives and global account managers who exceed their revenue goal each year, discussion invariably focuses on the benefits of four review processes that pave a pathway to sales success.  Successful sales executives meticulously conduct four types of sales review processes: Win-Loss Analyses, Global/Strategic Account Reviews, Must-Win Reviews and Funnel Reviews.  Let’s […]

Another Sales Year–Another Sales Quota Miss!

It’s a new sales year and last year is behind us. The slate is clean and everyone begins at the same starting point. In every sales organization optimism soars at this time of year.  Recent research findings, however, suggest there are reasons for grave concern. The Fact CSO Insights, a division of MHI Global, paints […]

Selling in 2016—Is It Time to Get Back to Basics!

If you are a sales executive and you find yourself telling your team to sell more in 2016, you may want to rethink your strategy. The New Year is often filled with excitement, hope and hype–especially at annual sales meetings. It may be time to take a step back and look at the New Year […]

Do the Questions Asked in a Sales Call Make You Memorable or Forgettable?

Recently we had the opportunity to lead a round table discussion with several sales professionals from diverse industries. One of the questions we posed to them was “Do the questions Sellers ask a Buyer during a sales call differentiate them?” In other words, does the questioning process alter a Buyer’s perception of the Seller? As […]

“Message from the Front”: Best Practices for Handling Price Demands in Healthcare Negotiations

Over the last several years, we have had the opportunity to work with a number of companies servicing the healthcare industry.  While our discussions with sales managers and executives have spanned a broad range of topics, one of the most frequently asked questions is: “What guidance can you give our frontline sales representatives when faced with […]

Have You Heard the One About the Sales VP Who Went In for an Eye Exam?

A friend tells a story that may seem familiar to many of us. Several years ago—before GPS systems were commonplace–he was traveling by car with one of his sales representatives to visit an important customer. Although our friend had been to the account on numerous occasions, it had been several years and the landscape had […]