May 2, 2015 | Best Practices
Nothing is more offensive than seeing an enterprise sales team grovel with their customers. According to Merriam-Webster dictionary, the definition of “grovel” is: To kneel, lie, or crawl on the ground To treat someone with too much respect or fear in a...
Apr 29, 2015 | Best Practices
How well do you really know your customers? Surprisingly, I find that more and more companies are losing touch with their customers at the exact time that it’s becoming more important than ever to get closer to your customers. Everyone talks about how...
Apr 22, 2015 | Best Practices
If given a choice, I’d always prefer to sell the premium priced service or solution. Why? Because quality still matters to a lot of people and they are willing to pay for it. This all may sound a bit counterintuitive these days, given that most...
Apr 19, 2015 | Best Practices
Good sales reps understand that you will encounter objections and push back during your sales process. It’s inevitable and very much a natural part of any sales cycle. In fact, the question really is not if you will hear “No”, but rather...
Apr 15, 2015 | Best Practices
It’s seemingly impossible these days to conduct any simple business transaction without the company asking for your feedback as a customer. Whether it’s a non-fat latte from your favorite coffee shop (that would be Peet’s in my case:-),...
Mar 29, 2015 | Best Practices, Sales
Selling is harder than ever before. Prospective customers are inundated with emails, voice mails, ads, etc. that are all attempting to sell products. How do you rise above the noise and engage prospects and customers? The first step is developing messaging that is...
