Why Last Sales Quarter Was a Miss!
Well, for most of us we are almost halfway through Q-2. As you reflect on Q-1 you may come to one of the following conclusions: Q-1 was a good sales quarter. One down and three quarters to go to make my annual revenue plan. Q-1 wasn’t great but it wasn’t a total bust. I am […]
Self- Inflicted Wounds in Sales
No one intentionally tries to lose a sale. It’s not uncommon, however, for even savvy sellers to inadvertently self-inflict a wound or two during the sales year. After all, it’s tough to be perfect all of the time. Here is our list of the most common self-inflicted wounds that we see in working with clients […]
Are You The Ideal Sales Representative?
Over lunch during a recent sales training seminar we were asked a question that normally arises in discussions with sales executives or HR managers: “From both of your experiences in managing sales teams and consulting on sales productivity, what are the attributes that embody the Ideal Sales Representative?” Here is how we responded. The best […]
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 late […]
A Sales Skill That is Often Ignored: Listening!
“Most people do not listen with the intent to understand; they listen with the intent to reply.” Stephen R. Covey Are you a great listener? Most, if not all, sales professionals would say that they are great listeners. While most sales professionals would receive high grades many would be wrong if their clients or customers […]
Do’s & Don’ts for a Successful Negotiation
Background No matter the complexity or size of the deal, there are certain Do’s and Don’ts that you should follow prior, during and following the negotiation. Your goal should be to reach a compromise that is fair and equitable to both parties. Remember–if you close the deal both parties will be partners. Negotiate a win-win […]
Handling Disruptive Negotiation Tactics: Defusing Anger, Threats & Ultimatums
During the lunch break for a recent negotiation workshop a participant asked “How do you handle a customer who seems friendly during the sales process but turns into a monster when negotiating?” He shared with us a story of a mild mannered executive who was engaging and value-focused throughout the sales process but became aggressive, […]
Three Deal Killing Blind Spots in Negotiations
One factor common to all sales professionals is the nagging suspicion and doubt that surfaces in our thoughts as we approach negotiating a close to a major deal. Have I answered all my customer’s questions? Is my price low enough or has someone else brought in a low-ball number at the last minute? Can I […]
The Sales Representative’s Checklist for Collaborating with Procurement: Part 2
Do you see view procurement as a threat and necessary evil that must be managed carefully on each sales opportunity or do you view them as an ally that can help you facilitate the procurement process? Last week in Part 1 of this blog we described the changing role of procurement and the lens of […]
The Sales Representative’s Checklist for Collaborating with Procurement: Part 1
Do you see view procurement as a threat and necessary evil that must be managed carefully on each deal or do you view them as an ally that can help you facilitate the procurement process? In Part 1 of this blog we will describe the changing role of purchasing and describe the lens of how […]
