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Sales Process Management – Additional Reading Material

Best Writing on Sales Process Management I’ve Seen in a Long Time… Clients regularly ask me for recommendations on reading material related to sales process and sales process management. Unfortunately, the books and blogs out there are, at best, conceptual while the vast majority of them fall into the ‘trite and pithy’ category. In contrast, the good folks at CSO …

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Executive Sales Training – Benefits of Direct Communication

Getting What Makes You Happy Those that know me accuse me (accurately I might add) of being overly ‘direct’. In my defense, I believe I seek to reduce communication to it’s most straightforward and effective elements. I spend a lot of time thinking about words and language and how both help others articulate their perspective as well as express my …

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Executive Sales Training – The Art of Mastering Discovery

Artful Discovery – Why Telling Ain’t Selling For the past four months, I have been focused on a significant client project. Like most of my engagements the charter is simple – repair an ineffective sales organization within an otherwise healthy company that has a valuable and highly differentiated service offering. To date, we have rewired the demand creation / lead generation …

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Lead Generation Strategies – To Find Yourself A Job!

The Top Ten Reasons You Don’t Have a Job I have been doing a lot of interviewing lately, as in looking to hire people. You see, the economy is getting better, which means employers are starting to offer people real jobs, the kind with living wages and benefits. Given the volume of job seekers as well as the plethora of …

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Nurturing Leads – Benchmarks to Guage Customer Intimacy

The Six Elements of Customer Intimacy In this entry, I will provide some clarity into the Six Elements of Customer Intimacy and define what is meant by each. You can think of these descriptions as benchmarks (i.e. the ’10’ on a scale of 1-10). In reality, we will seldom get to a ’10’; however, the point of this exercise is to …

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Lead Generation Strategies – Using Social Media to Your Advantage

10 Ways Sales Pros Use LinkedIn to Win! My position on using social media in sales is simple: It’s a fantastic tool for building relationships and an absolutely awful environment to deliver your pitch! Think about it. You wouldn’t walk up to someone at a ‘real-life’ networking event and pitch them, so what makes you think this works online? As …

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Nurturing Leads – Customer Intimacy and the Sales Relationship

The Role of the Customer Relationship In my work as a sales coach and mentor, I often speak about Customer Intimacy. For many, intimacy is an awkward word to use when referring to your customer (or prospective customers) relationships. It is awkward in the sense that most people are uncomfortable with the dynamic of intimacy in their personal lives. For …

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Qualifying Prospects – What NOT to Say

Stop Using the B-Word! One of the common barriers for sales professionals is understanding if (and how) a prospect intends to pay for our product or service. Unfortunately, most attempts at qualifying prospects default to using the dreaded B-Word! The most common questions include: Do you have budget? What is your budget? Is there a budget established? Can you share …

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Sales Process Implementation — The Core Elements

Oh Great….A ‘Process Guy!’ When I begin a new professional relationship, it doesn’t take long for people to get the sense that I am a ‘process’ guy. I place the term ‘process’ in quotes because I believe it is often misused and, even more often, misunderstood. Most of the time, coming on board as a ‘process’ guy generates equal amounts of euphoria …