#sales strategy Tag

The Myth of Uniqueness: Understanding Buyer Perceptions of Uniqueness When selling accounting systems to mid- and large-sized corporations, I made it a point to start every engagement with a conversation—not a presentation. My goal wasn’t to sell features; it was to understand how the buyer’s business operated, what challenges they faced, and how they measured success. These early discovery sessions were invaluable. I would begin by asking a series of probing, open-ended questions, such as: What type of business do you operate, and what’s your typical transaction volume? How many people are involved in your accounting processes? What are your biggest challenges...

01 December, 2025

Sales pros, meet your opponent – decision anxiety. This condition may be defined as the persistent, overwhelming stress and fear associated with making choices and the potential negative consequences.  It is your silent deal killer! The key decision-maker in your deal is paralyzed by fear that she will make a bad decision, which will harm her career, and, even worse, make her appear incompetent to the CEO and her peers—potentially leading to public humiliation. Or perhaps the committee making the decision is afraid of making the wrong recommendation to the executive sponsor.  Again, the fear is related to consequences for their...

06 November, 2025

Understanding the Buyer's Perspective Many sales pros lack insight into what truly happens on the buyer’s side during the sales process. They often wonder what the buyer is thinking, what steps they are taking, and what their overall process looks like. Questions arise about who else the buyer is considering, when a decision will be made, and where their own proposal stands in the evaluation. Without clarity on these critical aspects, salespeople may find themselves navigating in the dark, unsure of how to effectively position their offering or address the buyer’s needs and timeline. Adapting to the Buyer’s Process: How Sales Pros Can...

27 October, 2025

Penguins and Vertical Market Strategy Penguins are aquatic, flightless birds native to the Southern Hemisphere, living in both warm and cold climates. They are highly social creatures. Many people have seen them in documentaries, movies such as March of the Penguins or Happy Feet, or at zoos. Penguins spend most of their lives in water hunting for food, but when on land, they gather in large colonies. Emperor penguins, for example, may march in single-file lines thousands strong toward breeding grounds. It is very interesting to note that when the first penguin dives into the water, others quickly follow—a chain reaction...

20 October, 2025

Sales professionals often ask for my perspective on social media. The landscape now includes platforms such as LinkedIn, Facebook, X (formerly Twitter), Instagram, Snapchat, TikTok, Pinterest, Snapchat, Reddit, Tumblr, Quora, WhatsApp, and YouTube—each offering distinct advantages and disadvantages. However, ignoring social media is no longer an option. Every sales professional should evaluate which platforms align best with their target audience, sales objectives, and brand strategy. In today’s digital environment, a complete absence from social media can severely limit visibility, credibility, and professional growth. On the other hand, one can get consumed trying to maximize usage of many social media platforms. This...

13 October, 2025

In addition to being an avid sports fan, I have a deep interest in history, particularly American history and its wars. One powerful episode from the Civil War offers a lesson that resonates far beyond the battlefield. The Gettysburg Battle and Dedication of the Cemetery The deadliest battle of the Civil War took place at Gettysburg, Pennsylvania, from July 1 to 3, 1863. Around 170,000 troops fought, with approximately 51,000 killed, wounded, captured, or missing. The Union’s decisive win forced Lee’s Confederate army to retreat. Four months later, in November 1863, a large crowd gathered at Gettysburg for the dedication of the battlefield...

07 October, 2025

The Unsung Heroes of Sales Success: Why Support Staff and Product Managers Deserve Recognition In business literature, sales success is often attributed almost exclusively to the charisma, persistence, and skill of quota-carrying sales professionals. Yet in my decades of experience—spanning selling solutions from accounting, human resource and payroll, manufacturing, electronic medical records, electronic payments software to anti-money laundering compliance systems—I’ve learned a fundamental truth: no high-performing salesperson closes complex B2B deals alone. Behind every signed contract are the tireless efforts of product managers and sales support staff. Their technical expertise, market insight, and ability to engage with client challenges are often the...

30 September, 2025

One of Benjamin Franklin’s most insightful adages—often echoed by my wise father—states: “If you want a task done quickly, ask a busy person to do it.” At first glance, this may seem counterintuitive. Why would you assign more work to someone already occupied instead of turning to someone idle? The reason is simple: productive people develop strong habits, discipline, and time management skills, while the unmotivated often procrastinate or make excuses. Busy individuals earn trust through reliability, consistently meeting deadlines and honoring commitments. Their proven track record makes them the “go-to” people for important tasks. In contrast, those who avoid work...

16 September, 2025

When your company receives a Request for Proposal (RFP), is it usually assigned to junior or new salespeople to complete? If so, this is a mistake. Let me explain: One of the struggles that many sales pros face today is whether to participate in an RFP process. They are often a mixed blessing. Completing them is usually a tedious, unpleasant task. And they can be time-wasters. They cannot be ignored entirely because some may lead to significant sales revenue. I have closed millions of dollars in sales as a result of RFPs. Many are issued by consulting firms with which you want...

09 September, 2025

The sign at my local Mission Barbecue restaurant reads, “If you knew you couldn’t play tomorrow, how hard would you play today?” This statement suggests the importance of effort and commitment in the present moment. Also, that one should always give your best effort to try to win in competition. Those who know me well know my passion for sports. I watch closely not only for the competition but also for the decisions under pressure—the moments that separate winners from those who simply avoid losing. I often find analogies between sports, business, and life. Take this scenario: your American football team trails...

02 September, 2025
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