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What Salespeople Can Learn From Rock Stars
It’s time for you to present your solution to your prospect. You’ve qualified your opportunity, done additional research to uncover a broader base of impact on your prospect’s business with your...
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Transactional vs Consultative Selling
A Rant to Call Centers from a Frustrated Customer Let me rant for a few minutes. I know it’s not my style, but I’ve been driven to the brink by two recent call center encounters that left me wondering...
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Trusted Advisors Know Their Customers Buying Criteria
As with most young sales people, in the first few months of my career I struggled with what questions to ask of my prospects and in what order to ask them. On good days, I came across with at least...
View ArticleClosing Techniques: The Use Whenever with Whomever Close
Ah, news radio. I typically only listen in the car when my wife isn’t with me, but I enjoy keeping up with world events, political bickering, even a smattering of celebrity gossip. It’s one of my...
View ArticleClosing Techniques: The Use Whenever with Whomever Close (Part 2)
If you remember from last week, what I finally decided I needed was a single, all-purpose close, granddaddy of all closes, a close I could use at any time with any buyer. So I sat down and I pondered,...
View ArticleWhy Do You Sell?
If you’ve followed our blogs, read articles we’ve written, or picked up a copy of our book, ‘The Journey to Sales Transformation,’ you know how we feel about the sales profession. We have a tremendous...
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Selling Techniques: Forget, at Least for While, What You Sell
“To a man with an ax,” says an old African proverb, “everything looks like a tree.” A corollary observation might be: “If you’ve got an ax in your hand, all you notice is trees.” That’s fine if your...
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SMB and Strategic Accounts? A Matter of ‘Difference’ or a Matter of ‘More’?
For the first hour of my flight home I was engrossed in a conversation with a senior account executive from a technology company. It was, at least for a while, a rather pleasant conversation. We...
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“I Need New Glasses” – A Lesson in Sales
Suppose I say to you, “I need new glasses,” and then I ask you for suggestions. What are you likely to say in reply? We actually ask this question early in our workshops. We get thoughtful, earnest...
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Prospect Mindshare: Do You Want 1% or 99%?
I’d like you to think about your customers and prospects for a moment – more specifically, about how they spend their time when going through the decision cycle for the solutions you offer. How much...
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Change Your Sales Performance with One Simple Question
ONE simple question that can change your sales performance. Cathy was presented with a great lead from a networking partner. She called the decision-maker and got through without hitting his voice...
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What Sales Coaches Can Learn from Baseball Coaches Part One
In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne’s sales transformation journey. Ben reveals truths of becoming a trusted...
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What Sales Coaches Can Learn from Baseball Coaches Part Two
In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne’s sales transformation journey. Ben reveals truths of becoming a trusted...
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What Sales Coaches Can Learn from Baseball Coaches Part Three
In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne’s sales transformation journey. Ben reveals truths of becoming a trusted...
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What Sales Coaches Can Learn from Baseball Coaches Part Four
In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne’s sales transformation journey. Ben reveals truths of becoming a trusted...
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What Sales Coaches Can Learn from Baseball Coaches Part Five
In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne’s sales transformation journey. Ben reveals truths of becoming a trusted...
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What Sales Coaches Can Learn from Baseball Coaches Part Six
In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne’s sales transformation journey. Ben reveals truths of becoming a trusted...
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What Sales Coaches Can Learn from Baseball Coaches Part Seven
In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne’s sales transformation journey. Ben reveals truths of becoming a trusted...
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What Sales Coaches Can Learn from Baseball Coaches Part Eight
In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne’s sales transformation journey. Ben reveals truths of becoming a trusted...
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Sales: Got Ethics?
While shopping this past weekend I was approached by a gentleman named Jim, one of the best salespeople I’ve met in quite some time. He quickly identified my needs and walked me through his store’s...
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