#sales strategy Tag

So, Who Exactly is the Key Decision Maker, aka Economic Buyer? While many use the term “key decision maker,” I prefer the term “economic buyer,” as popularized by sales trainers and authors Robert Miller and Stephen Heiman.1 There is always one person—or sometimes a small group—who fulfills this role for a given sales opportunity. They possess both influence and authority. They can approve a deal when others cannot, and just as easily veto a decision that others support. While they may not attend every meeting, they are typically present when a final recommendation or proposal is presented. In recent years, particularly in enterprise...

12 May, 2026

The Myth of “Anything’s Possible” Can an amateur golfer sink a 50-foot putt while blindfolded? Sure. It’s also possible to survive going over Niagara Falls—and a small number of people actually have.1 But in both cases, the keyword is possible, not probable. A professional golfer sinks a 50-foot putt only about 3 percent of the time.2 What do you think the odds are for an amateur to do it blindfolded? Slim to none. And that’s where sales is different. Sales Is Not a Game of Luck In enterprise sales, “anything’s possible” is not a strategy. Success is not random, and it certainly isn’t accidental. In my experience, sales...

06 May, 2026

We have all seen cartoons of a dog chasing the garbage truck down the street.  What happens when the truck stops and the dog catches it? Frequently, the dog is left uncertain, unsure of what to do next, and simply barks in confusion. A similar scenario often unfolds in enterprise sales. A sales pro invests significant effort in developing a lead into a qualified prospect. After persistently pursuing an in-person meeting, the contact finally agrees. At this pivotal moment, what should the sales pro do next? Once the contact confirms an in-person meeting, the sales pro’s role should transition from pursuit to purposeful...

20 April, 2026

Demonstrations Don’t Always Go as Planned—Here’s How to Recover Have you ever experienced a product demonstration going awry in front of a prospect? Perhaps the internet connection failed, a technical glitch appeared at the worst possible moment, or a critical feature didn’t perform as expected. Maybe some attendees struggled to join the video conference—or worse, you couldn’t access the platform at all, bringing the entire presentation to a halt. In today’s remote and hybrid selling environment—accelerated by the reliance on videoconferencing—these situations have become increasingly common. Unfortunately, when technology fails, the product you confidently described as “easy to use” can suddenly appear complicated...

27 February, 2026

Have you ever worked on a prospect who did everything right? They showed genuine interest. They gave you access to decision-makers. They confirmed they had the budget. They returned your calls promptly. On paper, they were the perfect opportunity. They checked every box of a “qualified prospect.” They even matched your ideal customer profile. And yet… they never bought. Each time you follow up, they tell you they’re “still considering” your proposal. No objections. No pushback on price. No budget concerns. Just polite delay. Meanwhile, your sales manager is asking the uncomfortable question: Is this ever going to close? Early in my sales career,...

17 February, 2026

When I ask salespeople who their toughest competitor is, they usually name four or five competitors they see in the marketplace.  Sometimes they get emotional about a competitor who has caused them recent losses.  Then I tell them these companies are not their toughest competitor.  It is “do nothing,” or sticking with the status quo. The most expensive decision a business can make isn’t choosing the wrong solution—it’s choosing nothing at all. Doing nothing feels safe, rational, and low risk. In reality, it often carries the highest cost, quietly draining value while no one is looking. Is choosing not to act—or remaining with...

14 January, 2026

The Beginning The conversation with your contact, Ted, begins like this: “We appreciate all the time you spent with us explaining your product and answering our questions—and you did a great job—but we regret to inform you that we selected another supplier.” The call opens with a compliment. You did a great job. You built rapport with the evaluation team. You answered their questions thoroughly and conducted yourself professionally. For a moment, it feels reassuring—almost validating. Then comes the gut punch. They chose another solution. Shock sets in. Disbelief follows. You weren’t expecting this. You thought things were going well. How did you not see this...

22 December, 2025

Why sales pros leave their companies: An In-depth look Throughout my career in sales management, I have overseen more than 1,000 sales and sales support professionals and have been responsible for both hiring and, when necessary, firing team members. There are numerous myths circulating about the reasons sales pros choose to change jobs. In this article, I will share insights from my direct experience. Compensation: Not the Only Factor Compensation is frequently cited as the primary reason for sales pros leaving their jobs. While it is undoubtedly a critical element, it is not the sole or most important motivator. My experience has revealed...

15 December, 2025

This quote is attributed to baseball Hall of Fame legend Leroy “Satchel” Paige.  Country singer Toby Keith included a similar phrase, “Ask yourself how would you be If you didn’t know the day you were born,” in his ballad “Don’t Let The Old Man In.”1 Baseball legend Satchel Paige and country singer Toby Keith both expressed the idea that mental age matters more than your actual years. While our bodies age every year, we shouldn't let that define how we live.  We cannot defy Father Time, but we do not need to give in to aging, as long as we can. In...

11 December, 2025

When I was a teenager, I always hoped a young woman would answer the telephone when I rang her at home. Years later, when I made cold calls as a sales professional, I hoped for the same outcome—this time, for business reasons. I wanted the decision-maker to answer so I could introduce myself and request an in-person meeting, the objective of the call. As every salesperson knows, this rarely happens. However, I learned something valuable: I had a higher success rate when the prospect answered the phone—even if their initial response was that they were too busy to talk. Why? Because if...

09 December, 2025
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