Blog
A healthy sales pipeline is always flowing. This is from figuring out how to tap into your market and getting an audience that pays attention. It means you have a process that works. Now if you are experiencing stops and starts or discontinuity in your selling, it may be because
Blog
I can see the appeal of selling the big idea or $20K product. But in a world where we have so many options, it's hard to come by when you simply build a pipeline and hope for someone to fall into the "Yes" category. That'
Blog
It's ironic that we live in the connected economy and so many business professionals find it hard to connect. There's almost an illusion to all the technology. Ultimately, we are all human and we value connection and people that make us happy, make us more money
Blog
Tweaking how you sell isn't an option when changes are happening so rapidly. The habits people have and what they are tuned into continues to shift. I try to keep my pulse on what works and one of the odd perspectives I experience with systems I have set
Blog
If you have had any time selling to customers, you know that the process tends to take time and there are times of action and waiting. If you have done the work of getting meetings, presenting your value proposition, identifying needs and sending proposals, then the game shifts towards following
Blog
The vast majority of my work with clients has to do with the business-to-business sales approach and automating business processes. Business professionals have a certain cadence and designing your business communication and action strategies for customers around these rhythms is critical. Here are strategies to consider around how people work
Blog
When we can take the emotion out of work that demands results, we can focus on performance and goals. Emotion clouds the true picture when it comes to measuring your sales results, productivity or quality of service. If you find yourself in meetings that are all about people's
Blog
While our modern economy affords us multiple ways to communicate, it does not mean that we have improved in our responses and outreach. In fact, I think people use their overwhelmed state to hide and excuse themselves from unpleasantries. In the old days, if you left a message with someone
Blog
Without sales nothing happens. Your great product and warm service happen after the sale is made. Otherwise, they are irrelevant. However, selling on its own is not an isolated function. Your entire business is in the business of sales. The idea of silos in your organization is an artifact of
Blog
Starting with respect for any person you meet is not only decent but wise. The truth is that people tend to judge by looks and appearances. Tall people tend to get respect immediately. The way someone walks or talks even makes an impact. But when you are in a world
Blog
I am much more attracted to logic than emotion. However, years ago I realized that human beings are much more predictable when I saw them correctly. I had to understand that people rationalize with their logic. It's how we validate decisions. We tell ourselves a story that makes
Blog
Most of selling is about staying on task and in rhythm. If you are in a large organization, then there may be stages, criteria and a bunch of data tracking and collection you are doing for your managers. But if you want to focus on the thing that will move