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25 Aug

Posted at 16:04h in Uncategorized

Most Sales Training Is Wasted U.S. companies spend nearly $70 billion a year1—about $2,000 per sales rep2—on sales training. Yet much of this investment is wasted. The content is often outdated, the delivery methods are ineffective, and sales managers rarely reinforce what was taught. Despite poor results, many executives continue to...

19 Aug

Posted at 15:04h in Uncategorized

Why “Do Nothing” Is Your Toughest Competitor in Enterprise Sales Automobile dealers know a painful truth: when a customer says, “I’ll think it over” and walks out, they seldom come back. That’s why dealers pull out every tactic imaginable—stalling by keeping your keys, bringing in the sales manager, applying wave after...

12 Aug

Posted at 15:35h in Uncategorized

A key decision-maker may ask, "Why should I purchase your product or service?" during or after the sales presentation. This question presents an opportunity to convey the concise value proposition. Although this inquiry can disrupt the flow of a presentation, it can be advantageous if approached in a constructive manner. Rather...

29 Jul

Posted at 18:17h in Uncategorized

I am a big fan of Major League Baseball and specifically of the Chicago Cubs. Have you ever noticed that many offensive rallies happen after one team has two outs on its opponent?  My wife has repeatedly pointed this out to me, and it’s true. An analyst examined data on baseball...

23 Jul

Posted at 15:25h in Uncategorized

Pizza is my favorite food, although I have had to reduce the number of occasions that I dine on it due to my recent diagnosis of type 2 diabetes. I enjoy all styles of pizza, including thin crust, stuffed crust, Detroit-style, New York-style, and Neapolitan. My favorite is pepperoni pizza....

30 Jun

Posted at 16:38h in Uncategorized

After the announcement of our company’s acquisition, a sales pro began packing his belongings and would quickly exit the office. He previously worked for Dun & Bradstreet, which acquired our company. Given his previous experience with the acquiring company, where he misbehaved upon leaving after his employment was terminated, he...

06 Jun

Posted at 19:45h in Uncategorized

Here is the scenario: You developed a lead into a qualified opportunity, held meetings to demonstrate your value proposition, answered questions, arranged customer visits, and crafted a return-on-investment case that impressed the Economic Buyer. The buyer's interest grew, leading to calls for more information, workshops, contract requests, and training queries....

06 Jun

Posted at 19:39h in Uncategorized

When pursuing a prospect in the sales cycle, it might seem advantageous if there is no competition. Indeed, discovering a lead and completing the sales process without the threat of a competing supplier can be less stressful, as no competitors are highlighting potential shortcomings of your company or product. Such...

22 May

Posted at 21:33h in Uncategorized

Nature versus Nurture? The debate on whether excellent sales pros are born or made is a classic nature versus nurture argument. After extensive experience in hiring, coaching, and managing over a thousand sales pros, the author concludes that most (not all) high-performing sales pros are born with innate skills, which they...