Why Winning Business Is Tough
I met Jeff Thull, a leading thinker in sales strategy many years ago when I brought him into Teamstudio, to create a robust sales process. I’ve tweaked his Diagnostic Sales process many times since then, and embedded it into several businesses that I’ve helped manage....
Investing in a CRM System Will Fail
Investing in a CRM System will fail unless you teach your sales team a system for communicating with your prospects and customers. The system is really quite simple and it falls into three distinct buckets. 3 Big Buckets Product and Service Knowledge Customer, Markets...
The Solution to Consistent Sales Performance
Businesses either have too many sales or not enough. Take WeVeel, a Morrisville, PA based business, it sells the Scentos brand of scented markers, paint and other toys for children. It was ranked #500 on the Inc. 500 last year, with a three year growth of 913% at...
Prospects are People not Companies – B2B Selling
The most precious commodity a sales professional enjoys is time! Where you choose to spend that time is the difference between success and failure. Your sales process (I use Prime – Diagnostic Questions) should demand that you understand the value proposition you...
Cross-Selling – Execution Tips & Objections
You’ve just acquired another business and you want to create some synergies, by selling the newly acquired company’s products through your other subsidiaries. So how do you do it? This is a classic cross-selling problem. Or you may have launched a new consulting...Operational Excellence For Exits
Acquisition Support Services
Acquirers Need a Playbook
Valuation Gaps & How To Close Them
Our Books
