Once upon a time, there was a new business owner (me!) who detested the notion of sales. It was a word that carried the weight of desperation and discomfort, and I found myself struggling in my business as a direct consequence. Like many others, my...
The right time to talk to a salesperson: It's the disqualification that you have to be able to do early, especially given that we know most of our buyers would prefer to do their research and everything else online before talking with a salesperson.
Tiffany Lyman Otten shares her buying experience, pricing, and the simplest thing she ever heard at her first sales job. Something companies, sales, organizations, and even founders trying to sell have yet to comprehend.
Tiffany Lyman Otten joined me last month to share her good and bad buying experiences. And yes, she brought it! Tiffany is the Head of Marketing for The Future of Protein, an un-agency owner specializing in fractional marketing leadership and...
Believe it or not, buyers want to buy your solution. And for the most part, buyers have an idea of what they need and how to get there because they have goals in mind.
Jane Gentry is an excellent connector with a fantastic set of skills. She's known as the CEO advisor. Jane is a business consultant for small to midsize firms handling everything from strategic growth issues to how we set those strategies. And the...
How do we coach our sellers for success in a down and tough economy? Well, first, we need to address how buying behavior has changed. And what must we do to sell accordingly with that change?
In his book, The Science of Selling, David Hoffeld...
Of course, we need to have ideal customer profiles today. But how do we need them? And what do we need to include in them? Are there some questions that we need to address?
Are you one of the many people in sales who wants to improve your discovery calls? And how do we do that?
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