A wise colleague once told me: “Being an enterprise salesperson means looking at yourself like a franchise. You can use the resource the company offers you in marketing, operations and business development but in the end of the day you … Continue reading
Receiving an RFP from a prospect early on in an engagement can feel very exciting. But is it a good sign?
Posted in Sales
Tagged procurement, RFP
Selling a game changer is special. But, it takes a game changing kind of salesperson to do it right.
I was recently asked: What should a sales person learn to grow as an elite? What abilities should he/she build to become top 1% on this position? The short answer is CLOSING.
At some time or another you’re bound to have viewed the Alec Baldwin sales monologue from the movie Glengarry Glen Ross. Most people are introduced to it in sales meetings. It’s used to expose salespeople to the no holds barred … Continue reading
This may be the one environment in which it is more appropriate to tell rather than sell.
The reality of human communication is that you will be misunderstood, and often. In sales, effective communication is essential. Fail to convey the right message and you could lose a deal, burn a lead, tarnish your personal reputation or that of … Continue reading
One of the things you’re taught early on in sales training is the need to understand how to think like the person you’re selling to. In other words, it’s necessary to imagine the different goals and business decisions the prospect likely … Continue reading
Successful sales people have one thing that the unsuccessful ones don’t: A repeatable method from creating sales success! Today we’re going to review the core principles that SMB salespeople need to understand in order to begin building a personal–repeatable–sales methodology.
This is very timely, based on our previous discussion regarding transactional selling. Indus argues that the The Traditional Sales Model Can’t Sell Enterprise Software. And, as he describes the traditional sales model he’s not wrong. What’s the problem? The problem … Continue reading