Please, New Is So Old Now – Sales eXchange 236 As a sales person you need to be living in the future, ahead of your sales cycle, ahead of your buyer’s objectives. Looking at what you can do now to change your current cycle is a waste of time.
Time To Grow Up – Sales eXchange 198 When it comes to stretching in trying new ideas, techniques or anything, there are two rules, you can’t be selective, and it needs to go beyond where you have been or think you can go; if not, then it is just wishful pretend play.
While it may not always be easy to achieve what one sets out to do, you do need to have two basics to achieving sales success. One is a clear objective, the other less tangible but important, attitude and intent.
Seriously – You’re Not That Different – Sales eXecution 264 Being different seems to be really important to some people in sales. From their buyers, to product, to the way the sell, people want to cling to being different. It is like “Difference” is some sort of badge of honour, a reason to pay a premium,...
The Past is an Indicator of Future Action Unlike in capital markets, the past is a great indicator of the future. A buyer's willingness to act in the past will inform you as to their likelihood to buy moving forward. Adjust you execution based on that reality.