Basic Sales Strategy

My client, Jeff Jones, told me in a meeting this week that this is his motto: You tell them nothing until they tell you everything. I love the sound of it.
The idea here is that you, as a sales professional, should never lead with a brochure. In fact, you should never lead with “all of [...]

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Everyone talks about strategy, but do we really understand it?
There are two types of strategy–business strategy and sales strategy. Strategy, at it’s core, is “how will we accomplish our goals?”  But business strategy is very different than sales strategy. I’ll leave business strategy to the big boys–Tom Peters, Jim Collins and the rest.
We’ll talk about [...]

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As sales trainers, we are challenged by our clients to come up with big ideas. Bryan Neale, Brooke Green and I spend a fair amount of time in ‘creative discussion.’ So, if you hire us, you get all of our eyes, ears and minds to help you solve a problem. We actually have worked quite [...]

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by Bryan Neale
We got a lot of response to our blog about Occam’s Razor and how to apply it in developing a referral system for salespeople. I thought I’d continue the conversation and give you some more ideas for establishing a referral network that actually feeds you good, qualified leads. (Remember, William of Occam said [...]

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Okay, butterflies don’t “flap” their wings, but you know the saying. And it’s one of those cause and effect things that also happen in organizations as you are in pursuit of the sale.
I like to think of it as the “corporate ecosystem” that influences every decision made inside a company.
As a sales professional, you probably [...]

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We’ve recently started talking to venture capital firms.  We weren’t really sure, when we started, if we had much to offer. But there’s one thing nice about venture capital firms:
They are always searching for an objective viewpoint to help them decide on how to grow their businesses—both within their own companies and those that they [...]

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“When you have no long range goal - or vision - you get quite distracted by life’s choices. And when you make a wrong choice, it can screw you up.”

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Value is the relief that your prospect feels when you can find and solve a pain they have.

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I was invited down to Greenville, SC recently for the Chamber of Commerce NEXT training program. This Chamber is unique in that it brings in people who can help their members grow. NEXT is a subset of the Chamber that is made up of technology companies who are emerging or in early stages of growth. [...]

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