The premise: Trusted business advisors (TBAs) sell more, faster, than regular salespeople. Yet out of 10 salespeople, only 1 or 2 are TBAs. Why aren't there more?The process: While you add your comments I'm offering some thoughts as well.Possible Reason #2 (see #1 here): Management focuses on the wrong numbers.I don't have data to back this up. Here is my belief: The farther management is away from personally selling to the custome […]
Of all the trends happening in social media today, the trend to use Facebook as a tool for business seems to have one of the slower uptakes.Almost everyone, well, probably not literally, but at least figuratively, is using LinkedIn and more and more are Tweeting, but using Facebook for business, well let’s just say it feels too personal for some of us.And therein lays the dilemma. Doesn’t my Facebook account have too many connections to my personal life to […]
In this week's vlog I discuss how PLAYER MAP can be used to bridge language barriers -- and the story of its origins during a business trip to China in the mid 1990s.
This is a cardinal rule of sales -- and what exactly does it mean?We speak with a client or prospect and they say something like this, "Can you send me something?" Or, "Could you give me a reference?" Or, "I'd like to see that in action." Or something along those lines.Most of us in sales are service oriented… so we agree and run off to complete the task given to us.What's wrong with that?Well, nothing if the client is really intereste […]
Effectively managing the triple constraints of time, scope and cost can help you to reduce risk and increase your win rates.• If you knew exactly when your client was going to make a decision, you could align your sales process with the client's purchasing process and enter a peak performance state when it was time for you to make your final proposal. How often does this happen?• If you knew how your solution offerings overlap with their business needs, you […]
The premise: trusted business advisors (TBAs) sell more, sell faster than regular salespeople. Yet out of 10 salespeople, only one or two are TBAs. Why aren't there more?The process: while you add your comments I'm offering some thoughts as well.Possible reason #1: People aren't taught, mentored, coached or required to be TBAs.If only one or two out of 10 salespeople are consistently TBAs, that means there are few good role models. […]
"First of all, why is it only 140 characters, that is stupid?"I overheard this question recently in a conversation between two middle-aged guys. Little did they know that the reason is quite logical: 140 characters is the maximum length of an SMS text message.Even more important is the fact that we are only able to consume bite-sized pieces of information at a time in today’s world.I recently sent a very short IM to a colleague. The response was […]
Have you ever worked on a sales presentation that took you way too long to complete? If you are also a golfer, have you ever thought you were going to shoot the round of your life only to be majorly disappointed?How about you photographers; have you ever thought you were in the perfect environment to get that ultimate image, yet come up short?These are all examples of being attached to the results. In other words, you are "living in the future" and not being present to what y […]
This week I thought I'd give you a closer look at how PLAYER MAP can help you navigate the political landscape of any organization -- all on one page. (What is PLAYER MAP? OK so you missed last week's post. It's cool, take a look here).
We talked earlier about sharing with your team some success stories that came about in past recessions as way to help them see opportunity during downturns.GM and American Airlines made bold moves in the 1930s and 1980s, respectively.Here are a couple more: Henry Luce launched the lavish and super-expensive ($10 per year) “FORTUNE” magazine in February 1930, just months after the Crash. It was a counter-intuitive move that became an immediate success -- and went on […]