3 must-do’s when selling to CxO’s
There’s a lot of talk about “selling to senior executives” these days. It’s like it’s the Holy Grail of selling. If only I got a penny for all the consultants, coaches, lawyers and other high-end...
View ArticleThe Truth About Social Selling
There is a lot of talk about “social selling” these days. Some of it’s good. Most of it’s rehashed thinking or stuff that – maybe – works if you’re selling widgets in a call center. But if you’re...
View Article5 Steps To Great Sales Meetings
Having great sales meetings isn’t as easy as it sounds. Think about it. You spent months chasing this senior decision maker or prospect, making calls, sending e-mails and they finally agreed to sit...
View ArticleKnow Thy Enemy: Defeat The Status Quo
What if you could defeat the status quo, and make buyers 5 times more likely to buy (from you) ? According to CSO Insights, 54% of all forecasted opportunities are lost. Out of those, fully 40% are...
View ArticleWhat Sales Winners Do Differently
What is the difference between those who win the sale, and those who come in second place ? In this Coaching Masters Series interview with John Doerr, we sit down and discuss RAIN Group’s latest...
View ArticleThe 3 Levels of Sales Success
Which 3 levels of sales success do you need to cover to win the complex sale today ? In Part 2 of this Coaching Masters Series interview with John Doerr, we sit down and discuss RAIN Group’s latest...
View ArticleOvercoming The Status Quo. How To Stop Losing To “Doing Nothing”
What’s the biggest reason you are not making more sales ? It’s not the quality of your work. It’s not your competitors. It’s not even those pesky prospects who refuse to buy from you. It’s why they...
View ArticleCollaborate & Educate: Two Steps To Winning The Complex Sale
A large part of what separates winners from the runners-up when it comes to winning (more) deals is their ability to collaborate with buyers and help them see something truly new – and experience an...
View ArticleHow to get more referrals (after you won the sale)
How does winning the first sale impact your chances of winning another (and another) ? Most of us don’t spend enough time thinking about things like a client’s Life Time Value (LTV) – meaning we...
View Article3 Steps To Success With Social Selling
“Does social selling really work ?”. An impossible question to answer. Because the right question to ask isn’t if it works, but how it works. I rely heavily on using social selling strategies in my own...
View ArticleSelling To The C-Suite ? 5 Questions To Ask Before The Meeting
As a former management consultant, corporate executive and entrepreneur, I’ve sat in on more meetings with senior executives than I care to remember. Most went OK. Some were great. And some went...
View ArticleSales Best Practices: Use Video To Build Prospect Relationships
With 60–80% of the buying process now happening before buyers ever meet with a salesperson, and e-mail open rates plummeting, finding new sales best practices can mean the difference between the...
View ArticleHow To Close A Sale: What Sales Winners Do Differently
If you’ve ever wondered how to close a sale, but then lost out to a competitor, you’ve pondered this question. “What did they have (that I didn’t)” ? As it turns out, it’s not so much about what they...
View ArticleSelling Benefits Or Features ? Stop. (How To) Sell Value Instead
Stop selling features. Start selling benefits. Once upon a time, that was solid advice. The idea was that what buyers were really interested in was the (positive) result you could get them – not the...
View ArticleHow To Generate Leads & Build A Predictable Revenue Stream
If you’ve ever wondered how to generate leads and build a predictable revenue stream, you’re not alone. For the past few years, I’ve made a habit out of asking pretty much everyone I meet...
View ArticleSales tips: The New “ABC Of Selling”
One of the most iconic sales tips of all time must be “Always Be Closing”. For decades, sellers worldwide have been told to close left and right. There were pre-closes, trial closes, post-closes and...
View ArticleHow To Sell To Senior Executives & The C-Suite (Stephen Bistritz)
Many wonder how to sell to senior executives, or CxOs. Few succeed. The business of selling to seasoned corporate execs is not ”business as usual”. Yet, for the few who manage to “crack the code” of...
View ArticleUncovered: The Only 3 Sales Questions You’ll Ever Need
Sales questions. Ask the right ones, and you’ll build trust, uncover opportunities and cement your relationship as a trusted advisor. Ask the wrong ones, and you’ll become known as “a salesperson”....
View ArticleSuccessful Sales Meetings: Why Focusing On “Pain” Isn’t (Nearly) Enough
Your time is precious. And you want more successful sales meetings. You’ve been told to “focus on the pain”. And you’ve been doing just that. The problem is – it hasn’t worked so far. But don’t worry:...
View ArticleOpen Ended Sales Questions: 5 Questions You Should Be Asking Every Buyer
When I’m asked what most sellers can do in order to virtually instantly improve their results, my answer is often simple: ask better questions. The quality of your sales depends on the quality of your...
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