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IBM used to train their salespeople with the BANT method: Budget Authority Need Timing It's still an excellent framework to ensure you are selling to people that can say, "Yes!" However, that last item, "timing," is a big variable today. We work within much
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The power law is alive and well. If you have not figured it out already and are one of those souls insisting in a flatter, linear and evenly distributed world, your aspirations might be highly elusive and frustrating. For whoever has will be given more, and they will have an
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http://www.thememo.com/wp-content/uploads/2016/08/iStock_77003107_LARGE-750x445.jpg Can you imagine simply starting 5 different entrepreneurial ideas at once? With the simple constraint of time, you would naturally minimize your risks and attention and use growth hacking strategies that would help you figure out what is
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It's a strange thing to think that behind the scenes engineers at Amazon are studying your every move. They are honing in using machine learning and predictive analytics on your behaviors to present you the right offer at the right time at the right price. It's
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https://flic.kr/p/hyYg5H How do you stand out and sell in a world of infinite choice, easy access and endless world-class products? We have too much of everything. But we are limited in our ability to give attention to everything. We can only read one book at a
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I appreciate great follow-up from a pro. It tells me that someone is thinking about and prioritizing something that they believe is important not only to themselves but also to me. It takes a load of thinking off my already crowded and busy mind. We are all in the same
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There are two types of people in the world: Those that make things happen and those that wait for something to happen. My observation is the vast majority of people are in the latter group. They get asked to do things all the time and then they react. They are
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The quote, "Nothing happens until a sale is made," is a favorite motivation for moving the gears of a sales team. There are managers waiting to manage something and customer service people ready to respond to issues. But none of that happens until someone sells something. It baffles
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It's so easy to get confused and enamored about the wrong things. I think we live in two different worlds. There's the one world where technology is advancing at a mind-boggling and relentless pace. It makes us feel empowered with the elixir of advancement. On the
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Well, it's another week and the business cycle continues with a certain cadence. Business professionals flood inboxes in the early part of the week. Things let up by the end of the week even to the point of complete checking out on Fridays before the weekend. When you
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You may have had the same experience, perhaps many times. You have met someone that is congenial and enthusiastic. Your meeting may have been over lunch or a series of conference calls. But then there is no next step. Maybe some politeness continues in your correspondence. But that is the
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What is the difference between a possibility of closing a sale and a great probability of seeing sales close consistently? It usually lies in a few key nuances in your process or approach that can make a thousand percent difference in your results. You can waste a lot of time