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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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8 Closing Techniques in Professional Sales

Anyone you speak to in sales will tell you that they believe in “consultative sales”. All this really means is that they like to speak to their client, and ask them some discovery questions, make a recommendation, and then “cross their fingers”. This concept is not new, it just happens to be en vogue. In any type of sales, this …

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Mirror, Mirror, On The Wall

No, No, No! If you have ever been in sales then you have experienced the dreaded “no”, whether from a cold call gone askew, a sales presentation that ended in rejection, or perhaps marketing denying your request for a new product slick. In sales hearing “no” is inevitable. You better learn to accept it and understand that you, and only you, …

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How To Do Effective Web Marketing With A Small Budget

As entrepreneurship is seemingly very hyped up and very excited, the reality is still that it takes a lot to actually stay afloat with your business (most startups go broke after just five years). As the economy is slowly recovering, there are a few more funding options for entrepreneurs but it still doesn’t mean that they will become successful. Funding …

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The Quickest Way to Increase Sales and Profits

“What is the quickest way to increase my sales and profits, and turn my sales around?” This question is by far the most frequent question business leaders and owners have asked me over the last 30 years. I wish there was a magic “create sales velocity pill” we could all take and everything would be fixed tomorrow, but unfortunately it …

The Problem With Sales Is There Is No Lifeguard

Recently, I was lamenting to Townsend Wardlaw about a lost sale. Since it tied with his series on sales discovery and How to Win Sales and Why You Lose, by Ian Edwards, I thought dissecting my recent experience is a good way for me to debrief as well. I just lost a sale yesterday, or should I say, I never …

How to Win Sales and Why You Lose

What are the top 3 reasons you don’t win opportunities? Can you list, right now, with confidence, the top reasons you lose and the relative frequency of each reason? I don’t know what the specific causes are for you, but I do know the reasons are a subset of just two predictable factors. Selling successfully has similarities to traveling to …

Hey Marketers, Don’t Forget Your Most Important Customer

Are salespeople from Mars and marketing from Venus?  In most companies that are not strictly internet based, the answer may be yes.  Sadly enough, the front line sales force generating the majority of revenue is forgotten by marketing departments.  This is demonstrated in 2013 surveys by KnowledgeTree, a content management software company, and SirusDecisions, a global B2B research and advisory …

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Leverage your Sales Team to Make Your Website Sell

When you are working on your website, the conversation shouldn’t always start with your web guy; it should start with your sales guy. When I hold conversations about SEO (Search Engine Optimization) with in-house marketers or CEOs, one of the first things we talk about is ROI, or more specifically how search engine ranking / visibility can assist their businesses …

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6 Tips for Interviewing and Hiring Salespeople

I was blessed to have lunch yesterday with two of the brightest young minds in the city of Denver.  They were both candidates of mine I placed as salespeople with the same client just about a year ago.  When they were on boarded, the same day, my client of twenty years expressed his gratitude to me coated with a blanket …