Strategic clients require more from you than other clients. All clients are important, but your strategic clients have a different set of needs. They need you to be more engaged,…
10 Reasons Social Selling Is Failing
1. Lack of Content Your social selling programme isn’t going to work without content. You may want to make noise on the social channels, and you may want attention. You…
Mistakes That Kill Sales Opportunities
If you can’t find or create a compelling reason for your prospective client to change, you aren’t going to make a sale. No deal. 1. Taking Shortcuts Anything that you believe…
3 Ways to Improve Your Ability to Diagnose
1. Suspend your judgement and be open to exploring The first way to improve your ability to diagnose is to learn to suspend your judgement. Just because you have seen the…
How to Prevent Discounting & Commoditisation in B2B Sales
[blank h="30"] THE PROBLEM Commoditisation: The Fatal Sales Failure Companies spend time, effort, and money working to differentiate their offerings from their many competitors. The more special their offering, the…
How to Create an Indomitable Mindset
Nothing will cause success to elude you more than a weak, disempowered set of beliefs. To create an empowered mindset, you need to reject ideas and beliefs that don’t serve…
The Two Kinds Of Tomorrows
The tomorrow that most people believe in is the tomorrow where they are different from what they are today. In that tomorrow, these people are going to be the kind…
Develop Better Needs Analysis And Buying Cycle Questions
I’ll bet you have a slide deck that is jam-packed with all the statements and evidence that you and your company hung the moon and the stars in the sky.…
What the Problems In Your Sales Funnel Reveal
Top of the Funnel Problems These problems are easy to identify. If you look at the value of your pipeline and the number doesn’t change from week to week, you…
Prevent Your Deals from Dissolving
1. Your Contact Leaves Is there anything worse than developing an opportunity, getting it right up to the line, and then having your primary sponsor leave? Yes, there is. Your contact…