Sales Technique Insights

Question: Has your Sales Organisation formally defined a process for sales managers to conduct internal Key Account planning with a defined agenda to assist sales executives in retaining and growing…

Question: Has your Sales Organisation systematised a process for your sales executives to identify future-based opportunities and/or risks that customers may face – and are your sales executives strategic in…

Question: Has your Sales Organisation formally defined a systematised process and questionnaire for external Win/Loss Analysis reviews with customers – and have current external Win/Loss Analysis reviews with customers improved…

Question: Has your Sales Organisation created a formal and documented Sales Engagement Process for every phase in the sales cycle, and do your sales executives consistently follow the same pre-defined…

Question: Has your Sales Organisation formally documented and deployed compelling reasons for prospects to grant you a first meeting, and are your sales executives compelling and persuasive in their conversations…

It’s Saturday, and a chief operating officer who last week negotiated a multimillion-dollar deal for a fleet of vehicles for her company is feeling pretty good. To reward herself, she’s…

Having callers read scripts word-for-word undermines your sales efforts. Script reading is literally swimming up-stream against a raging current. It’s time to reorient your teams. Buyers don’t tolerate generic or…

I was interviewed on a podcast when the interviewer asked me a good question that he said would cause me to think a bit. He asked, “Mike, how many objections…

Twenty-four hundred years ago, Aristotle described the three elements needed to move an audience – logos, pathos, and ethos – the intellectual appeal, the emotional appeal, and the speaker’s character…

If you are going to build consensus, you need the capacity to take a third person’s perspective, and you need to help the contacts you are working with to do…