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Start Every Sales Call with These Two Questions

Artful Discovery involves more than simply gathering requirements. Instead, Discovery should represent a collaborative process where we help expand our knowledge about the prospect’s Need, Buying Process, and Desired Results Click HERE To Download My Cold Calling Playbook Personally, I consider Discovery to be the most important part of the sales process because it establishes a context in which we …

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Closing is Black and White

The questions I use to determine whether a deal will close can be answered with a Yes or a No. Does the person you are speaking with have the authority to make a decision to purchase [OUR PRODUCT OR SERVICE] should you choose without asking anyone else? Has this Person of Authority agreed to a timeline for making a decision …

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Get Prospects to Share Their Secrets

The only thing we sell is transformation. Customers purchase a journey from their ‘less desirable current state‘ to a ‘more desirable future state.’ To sell this journey, we must acquire three pieces of information. 1)  An accurate depiction of the prospect’s current situation 2)  An understanding of the prospect’s desired future (what ‘better’ looks like.) 3)  The specific and measurable value they place …

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How To Be Happy

Have you ever said I just want to be happy? What you probably meant was I want to stop feeling the negative feelings I feel. Most likely, your goal is ‘not-being’ sad (or anxious or frustrated or whatever.) Unfortunately, you can’t escape something by focusing on getting away from it. When your goal is to ‘not be sad’ you are …

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Powerful Cold Calling

Original broadcasted LIVE on Thursday October 8th at 1:30pm MDT. This webinar was scheduled for 90 minutes (including Q & A) and here’s what we covered: Share the exact blueprint I use to get more first meetings Show you my simple formula for overcoming objections Help you develop a more powerful Value Proposition that draws your prospect into the conversation …

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11 Sales Interview Problems to Fix Now!

The way most companies approach hiring sales people, I am quite certain they would have equal success picking one of the applicants at random. It seems so many forget the most basis rule of interviewing – Have a plan and stick to it! FREE DOWNLOAD: Interview Process Guide for Hiring Sales People Alternately and for amusement purposes only, here are …

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5 Quick Tips to Build, Keep & Maintain a High Integrity Reputation

I met a woman a year ago whose company appeared to be a terrific strategic partner. Her company came highly recommended, their client portfolio was impressive and their body of work appeared top notch. Thanks to a sparkling introduction from an existing partner, she was intrigued by my company and showed great interest in an alliance. Let’s get together next …

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Outbound Demand Generation – A Case Study and Roadmap

Have you thought about launching a demand generation outbound team but were not sure how to get started? Have you ever tried (and failed) to get your salespeople to make outbound calls? Are you trying to build the business case for a demand creation team? Do you have an outbound team in place today but want to improve your results? …

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The Mind of the Customer: Battlefield Ultimatum

Fortify the trenches! Hold your position! Pow! Rat-a-tat-tat. Ammo to the front! Company A, flank and roll!! Bang! Incoming!!!! Boom!! Blam. Blam. Zing. Pow, pow, pow!!! Battlefield Ultimatum. If this sounds like what’s going on in your customer’s mind during the sales process, you are right. Whether it is from the launch of your elevator speech, the strike of a …