Focusing on target customers is critical to improving effectiveness and producing results. Many sellers focus solely on qualification and not on disqualification. While it may seem like semantics, sales professionals need to focus on disqualifying bad deals – opportunities that are not in the ‘sweet spot’. They may be real opportunities – things that would…
Isn’t this your favorite new LinkedIn feature? Now when you get all of those annoying boilerplate “Hi, I’d like to join your LinkedIn network” messages, instead of wondering who the person is, or why he/she wants to connect with you, you can just click on the Ask Why button and have them explain it to…
I am a sales gal. You’re a boy working in marketing. I’m not sure I understand what that means—but I know that you get the glamor and I am measured every day by what I deliver. Mutual respect and understanding—with the customer at the center—is what we need. If you make promises, then you need…
All of a sudden the world is awash with marketing pronouncements about Account Based Everything; Account Based Marketing, Account Based Targeting, and even Account Based Profitability. It is as if the need to develop long-term relationships with customers has crept up on us, unforeseen and unanticipated. We know that is not so. Customers are more…
The Sales Manager is the most critical role in a sales organization. If they don’t know how to measure/manage/coach the team it is highly unlikely that the company will be successful. Here are 50 questions that a sales manager needs to ask to run their business and optimize the performance of the entire team. Revenue…
Sometimes you just have to walk away from a buyer. If you have read much of what I have written, you will know that I believe that it is a supplier’s responsibility to adopt the customer’s perspective, understand what the customer wants and then apply their experience and expertise to bring value to the customer. That’s…
