Selling Is Never About Closing

Strong sales means a strong sales process: Your close rate is directly dependent upon your up-front investment. I received a call last week from Charles, a referral. Charles told me that he and his team needed help closing business. Because their solution was so well...

Attention, Salespeople: Your Clients Don’t Care

Top salespeople deliver true business ROI. Do you? It’s the harsh truth, yes. Savvy salespeople know that clients only care about what we do for them—how we impact their business. Then why, when I ask sales teams why anyone should work with them, they begin every...

Stop Your Salespeople from Walking Out the Door

Great salespeople need more than a desk, a phone, and a computer. Give them real tools and training and start realizing your sales numbers! It used to be that we hired salespeople, indoctrinated them with product knowledge, and showed them how to fill out timesheets,...

Free Is Expensive

There’s a glitch in the familiar “freebie” thinking: If a customer doesn’t see value, there is no way they can assign a price to it. Read Mark Hunter’s brilliant article: Free is Expensive in Top Sales World Magazine (easily download the current issue with free...