The “Clogged” Funnel

A rep is meeting all of the stated activity goals, but deals just aren’t coming together. Plenty of meetings with prospects and a pipeline full of “deals,” but nothing is coming through. The rep is getting very frustrated. So is the boss. Help is needed, what do you do?

The “Sales Process” begins with prospecting, where does it end?

This question was posted in a discussion group recently.  I was initially, not interested in commenting until I read some of the responses such as “ It never ends. You should be able to built up a personal relationship with the customer.” or “A great relationship never ends. Value the relationship, not the transaction, you want [...]

The “Assumptive Close”

For a few months after graduation from college (I graduated college in ‘91 in the middle of a recession), I cut my teeth in the sales world selling life insurance.  While life insurance sales professionals get a bad rap sometimes, it was a great learning ground for sales fundamentals.  Many of the selling techniques were “cheesy” [...]

Bring in your “C” executive to help win the deal?

Time is the most valuable resource a “C” exec has, so it must be respected and used to the best benefit of the company.  Sales friendly executive teams can really help improve selling effectiveness through leadership, vision and strategic partnership.  Many times though, they can even help win deals.  Sometimes a CEO can simply help by [...]

Getting to Decision Makers

To get the time and attention of a Senior Executive, you must talk and act like one. “C” execs don’t spend time with “vendors” and “sales people”, they spend time with “trusted advisers”. To become a trusted adviser to a senior executive, you must earn it. Earn it by doing research. Earn it by being worthy of engagement. Earn it by being different, provocative and strategic. Here is a strategy.