“Your price is too high.” If you’re in sales, you’ve likely heard this line before. It’s the dreaded phrase that makes your heart race and your palms sweat. But what if I told you that this isn’t an objection at all? In fact, it’s not even close. It’s a statement, a tactic, and a chance […]
Your Price is Too High! Read More »
Apples and Pineapples are the same, said the buyer. They are all fruit! Wait, what? I am bigger, and sweeter. I am different, said the seller. The Illusion of Uniqueness As a business owner, you know your product or service is special. You’ve poured your heart and soul into creating something truly
You Are Commoditized…No Matter How Good You Are. Read More »
I have a sales confession. I have used one form or another of a CRM since 1987. In fact, I was a newly minted commercial real estate broker (salesperson) in NYC. I created my own database with my Macintosh! I did this not because I was cutting edge. No. I needed help managing 400 dials a day.
8 Tips for Your Sales Team’s Engagement with Your CRM Read More »
Several months ago, I was approached by a business owner from the security and life safety industry who was determined to make a significant shift in revenue within a challenging 90-day window. This ambitious leader wasn’t just looking for marginal improvements; he was committed to identifying key priorities that required immediate correction, taking decisive actions,
Transforming Risk Signals into Sales Triumphs Read More »
What does transformation mean to a business? I looked at dictionaries, asked Google and ChatGPT. I thought about what it means to me. Here is my idea of transformation. It is making strategic changes. These changes improve the efficiency, effectiveness, and scaling of the business. Transformations on a sales team often involves several key areas:
Transform Your Business: Fix the Root Cause of the Problem Read More »
You’re a business owner. You’re working to scale your business. You’ve likely invested heavily in building a strong sales team. Yet, despite training programs, high pay, and top resources, your team still struggles. You face fierce competition and fast-changing markets. You can’t afford anything less than an elite sales force. The missing ingredient? An intentional,
The Data-Driven Playbook for Elevating Sales Team Performance Read More »
In my twenties, I learned a key lesson about conversations. It was not from a boss or a sales book, but from my best friend. We’d meet up to hash out our problems. Sometimes it was business. Other times, it was about a woman one of us couldn’t figure out. It didn’t matter what the
Sales Conversations Over a Few Beers: A Framework That Works Read More »
Ever wondered why some deals slip through your fingers despite your best efforts? It’s a tale as old as sales itself, where the pitfalls are numerous, and the stakes are high. In this blog post, we unravel the mysteries behind deal losses, exposing the common missteps that can jeopardize even the most promising opportunities. The
The Secrets to Winning Deals Read More »
Gartner research shares that 72% of B2B buyers prefer to make a purchase without a seller. Sure, some of them may regret the decision made without support, but this speaks to the awful experience many sellers provide. Given the sad state of sellers adding value, it is so easy to differentiate today. The pitch and
4 Critical Discovery Questions that Close Deals! Read More »
Alignment of Your Sales Strategy, and the Buyer’s Journey Does your sales strategy help your buyers make a confident, and expanded purchase of your offering? My core purpose is to elevate the sales profession with our actions, and collaboration. Part of my belief is that my role is not to ask a business owner
Alignment of Your Sales Strategy, and the Buyer’s Journey Read More »