30 Jun

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 anticipated that he might not be retained and began preparing to leave immediately. (He had also lied on his application and did not disclose this to us.) Throughout my career, I have worked under various managers and in multiple companies. I worked for managers who were incompetent, lazy, mean, unreasonable, terrible,...

06 Jun

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. They analyzed your solution, asked their questions, and examined the alternatives. Then, you were informed that your solution was selected from among the several they were considering. However, the deal suddenly stalled, your contact is not returning calls, and the opportunity remains open.  Has this happened to you? Your contact informed...

06 Jun

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 scenarios are uncommon and should be celebrated when they occur. This has become even rarer since the pandemic, which has made access to prospects more challenging. However, competition can sometimes be beneficial in closing an opportunity. This may sound counterintuitive, so allow me to elaborate. An essential aspect of ensuring that time...

06 May

Understanding Economic Cycles Economic cycles, comprising phases of growth or expansion and contraction or recession, are a fundamental aspect of the financial landscape. These cycles are a natural occurrence in all free economies, influencing how corporations navigate their operations to optimize profits and efficiencies. The U.S. economic cycle typically spans about five and a half years, although it can vary between eighteen months and ten years. Good times lead to difficult times, and vice versa. The stock market is dissimilar to the economic cycle, although they often experience similar behavior, as investors' beliefs in the future economy and company profits influence...

28 Apr

Have you ever walked into a meeting where one person dominates, trying to prove they know more than everyone else? And that you don’t know anything? It’s unwise to challenge them head-on. Handling Mr or Ms “Smarty Pants”: Navigating the Know-It-All Factor in Sales Every salesperson encounters brilliant evaluators eager to prove their expertise, often at your expense. They do not hate you or your company. It's usually an ego issue—they need to show off in front of peers. They rarely act this way in one-on-one conversations. Their sharp intellect and relentless questioning can derail your presentation and threaten your sale if...

14 Apr

I recently received a call from a sales professional seeking assistance with her strategy to beat her primary competitor, referred to here as ACME, on a significant sales opportunity. ACME frequently emerged as a finalist in many of her sales opportunities, compelling her to exert considerable effort to secure the sale. During our discussion, I inquired about her approach to competing against her top competitor. She responded: "What do you mean? I just informed you that ACME, whom we have been discussing, is my top competitor." I clarified that while ACME was a formidable competitor, it was not her foremost...

02 Apr

This is paraphrased from a famous line in a song written by Bob Dylan. The song suggests youthful idealism often gives way to realism with age. Many think they're brilliant when young but learn more as they grow older. I found this true in my career—from thinking I was brilliant in my 20s to becoming wiser in my 30s, 40s, and 50s. Life's complexities often show fewer black and white absolutes and more nuances. Adapting to technological changes means embracing new ideas and continually retraining. Rapid advancements require us to understand new technology's benefits and drawbacks. Success comes from being adaptive,...

24 Mar

Some people struggle to get started in the morning.  I never have had that problem.  I've always approached mornings with a clear sense of purpose, direction, and inspiration. I wake up early, feeling eager to commence the day's activities.  I seek challenges. Before having coffee, eating breakfast, or getting ready, I already know what I want to achieve that day. Often, I dream about the day's challenges while I sleep, which helps me mentally prepare. I create a "To-Do" list daily, checking off completed tasks and carrying over unfinished ones to a fresh list for the new day. Keeping this list...

17 Mar

You are the CEO of your personal brand. What does this mean, and why does it matter? In today’s world, whether you’re building a career in a corporation, as a skilled car mechanic, a talented beautician, or a dedicated elementary school teacher, managing your personal brand is essential to distinguish yourself from others. Think of yourself as a business. You market and sell your value—your skills, talents, and contributions—to employers, clients, or consumers. In return, they compensate you for that value. You also engage in transactions and purchase goods and services from others. Who runs this business? You do. As the...

04 Mar

My background has primarily been selling enterprise-wide financial, human resource, medical, anti-money laundering, and manufacturing solutions.  In most cases, the prospective buyer has strategically decided to change their infrastructure. The highest-level executives typically make these decisions in an organization.  So, when deciding who to sell to in the organization, it is a mistake to ignore the importance of reaching the "C" Suite executive. They are the ones who approve all decisions and expenditures. The approver is sometimes called the "economic buyer" or the "key decision maker."2 Lower-performing sales pros often make the mistake of focusing solely on their user buyer contacts and...