My Prospects Aren’t Buying!
There are two reasons why your prospects don’t buy from you: They don’t believe they have the problem you claim to be fixing. They don’t believe your solution works. The good news is that a world class sales team understands how to demonstrate when...
Preparing For A Great Sales Day!
I shared a version of this checklist with my sales team the other day. I think you’ll find it useful if you believe a great sales conversation starts with remarkable preparation. Memorize your cold call scripts until you can deliver it in a relaxed...
Preparing For A Great Sales Day
I shared a version of this checklist with my sales team the other day. I think you’ll find it useful if you believe a great sales conversation starts with remarkable preparation. Memorize your cold call scripts until you can deliver it in a relaxed...
Proving Your Business Results
There was a time when you spent your ad budget and hoped it would work. I know half my advertising works, I just don’t know what half! Compare this with today’s world. Facebook gets into bed with Datalogix to work out whether Facebook advertising works....
Will We Make It? – A Great Sales Tool
One of the best tools I’ve developed over the years is the “Will We Make It” table. It takes all of your sales teams’ pipeline deals using the weighted numbers from your sales process and pulls them together to compare them against Target and...Operational Excellence For Exits
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