The “Secret” To Strong Sales Relationships with Senior Executives

sales relationships

In spite of all the talk about the death of relationship selling, I find that in today’s complex B2B sales environment, relationships still matter very much. In fact, the more social our world becomes, the more relationships are key to driving success and real, hard business results. But the critics do have a point –…

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5 Simple Steps To Sales Success In 2015

Sales Success

What if you could achieve sales success in 2015 – in 5 simple steps ? According to Forbes, an astounding 92% of all New Year’s resolutions fail – within 30 days. Why ? Most people set resolutions that are far too complex, or require too much willpower to keep going. But there’s another, deeper problem.…

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Insight Selling Success: 5 Simple Steps To Collaborating With Buyers

Insight Selling

If there’s anything I’ve learned during my career in sales and business development, it’s that opportunities are quite literally everywhere – providing you can (help) create them. That’s not Polyannistic thinking, or “the glass is half full”. It’s literally true: in an increasingly global, competitive economy, buyers and companies everywhere are looking for all the…

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Mindset Matters: What Separates The Best From The Rest

Mindset Matters

I once knew a young consultant – bright, highly educated and lucky enough to be picked up by one of the most prestigious consulting firms in the world. He had everything going for him – or so it seemed. Yet, whenever he found himself faced with clients in a sales situation, he didn’t perform quite…

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Price Negotiation Techniques: Why You Are “Too Expensive”

Price Negotiation Techniques

When it comes to price negotiation techniques, the number one question I get asked most often is: “Why do I hear I’m too expensive so often?”. More often than not, when I dig deeper, I find that the buyer is pushing back because the seller has failed to put in place three basic foundational elements…

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How to make a sales presentation (don’t).

How to make a sales presentation

As a former buyer and executive, I’ve been on the receiving end of sales presentations hundreds if not thousands of times. Some were good, some are bad, and some were funny or awkward. But the best sales presentations were those that never even happened. Let me explain. When I was a sales rookie, in my…

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Sales Training Techniques: 5 Keys To Sales Training That Sticks

Sales Training Techniques

When it comes to teaching sales training techniques in a way that delivers actual, real-life results, the industry I work in has a pretty bad track record. Depending on who you believe, anywhere from 50 to 90% of all sales training has no effect whatsoever in the long run. Problem is, sales training techniques in…

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Open Ended Sales Questions: 5 Questions You Should Be Asking Every Buyer

Open ended sales questions

When I’m asked what most sellers can do in order to virtually instantly improve their results, my answer is often simple: ask better questions. The quality of your sales depends on the quality of your conversations. Let that sink in for a second. The quality of your sales. Depends. On the quality of your conversations. Questions…

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Successful Sales Meetings: Why Focusing On “Pain” Isn’t (Nearly) Enough

Sales training 13

Your time is precious. And you want more successful sales meetings. You’ve been told to “focus on the pain”. And you’ve been doing just that. The problem is – it hasn’t worked so far. But don’t worry: it isn’t you. It’s your focus. You see, successful sales meetings depend on your ability to answer two basic…

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