How To Avoid Your Client’s Crazy Buying Process
You have a certain sales process and steps that work best specifically for your company. However, your potential client wants you to follow their process that just commoditizes everybody and compares you against all the wrong vendors. In this video, I share steps you...
Indirect Selling – The Challenge of Channels
No matter how you describe it, indirect selling introduces the challenge of channels. When you sell through channels, you get some great benefits, and have to avoid the pitfalls in order to achieve success. Discover how to avoid the greatest mistake businesses make with their channel partners.
How To Avoid Blowing Important Client Meetings
Susan was pursuing a huge deal for her company. This was the kind of deal that had the potential to double their business overnight. When the customer started applying pricing pressure, Susan responded in a confrontational way. As the two started arguing, Susan knew...
Top 10 Business Trends That Will Drive Success In 2015
In 2015, you have an opportunity to take some risks, change how you market and sell, as well as define your niche in your market. Here are my predictions for ideas and trends that will shape sales and business
How Much Should We Budget for Sales Training?
Though many know me through keynote addresses I deliver at events, I also conduct many workshops that my clients call “Sales Training.” I’ve been asked “How much does sales training cost?” more times…