Sales Blog

Don’t burn your contact to get to the “decision-maker.” Instead, work with them to solve the problem… There are often lots of people involved in a purchase. Your contact may not be the DM, but they can help move things forward. Make them a hero – make them look good, and be sincere: I want […]

I had as sales giant once ask me in a thunderous voice (think fe-fi-fo-fum), “What’s your sales process.”  I did have one…and it was good…. But it was in my head… So, like any self-respecting sales & marketing geek I babbled for a bit…and then a bit more…and then closed with more babble. He said, […]

I was chatting with a new sales person who is working in consulting. Her description of sales was, “Ugh, sales is nasty and manipulative! I’m just going to find out how I can help people and gently lead them to where they want to go.” Lots of people feel this way about sales. Rightfully so. […]

You’ve likely heard the phrase “people don’t like being sold, but they love to buy” in some shape or form. It’s not true. What people like to do is solve their problem. You could even add, with as little expense and headache as possible. Here is the idea expressed by Dale Carnegie in 1936 with […]

Here’s a 4-step agenda framework to kick off a great sales conversation. It’s designed to set expectations, create safety, and lead to a next step. Adapt to your context…  Set time expectations: I appreciate you carving out some time to chat. I have an hour booked on my calendar does that still work for you? […]