If you can’t answer this, you’re not alone. Most organizations don’t have an official one. Which is nuts. Sales playbooks create alignment, consistency, and the ability to iterate, improve, and scale – to name just a few benefits. When you have a playbook, it creates a much better customer experience. For example, I was shopping […]
Three simple steps to clarify your sales message
A clear sales message can be hard. Many spend hours on it only to end up frustrated. This isn’t any fun! There’s a better way. Following is a simple framework to help you get clear. The first step is to focus on the problem you solve for your customers. And here’s the good news – […]
Lessons from laundry detergent
You may have a great conversation with a prospect. Maybe you even connected as human beings. Great! Often times the train goes off the tracks when you lay out next steps. Prospects are busy. And they don’t know your product or your process. The clearer you make it the better. Too often, there are emails […]
To discover or not to discover
Having sold in B2B, B2C, Channel, and Consulting environments, discovery is a bit of a mixed bag. There are purists who absolutely insist on it. And others, who recognize the nuance. To be fair, discovery is definitely needed. You just need to know when and how deep – and when not to at all. Here […]
Stop scaring your prospects
Stop scaring your prospect away with details….I know you think they’re important – they’re not (not yet, anyway). There’s a much better way. True story you won’t want to repeat in your sales endeavors – a free trial gone bad. I was helping my wife with some tools she needs to teach online classes for […]