Business Development vs Sales: Don’t Get Caught in the Trap

There are many jobs posted for business development managers but when you read the job description it’s clear that the employer intends to hire salespeople. We see titles like Life Advisor, Personal Banker, and Global Accounts Manager, but the job descriptions call out objectives for...

Proud seller–common trait of successful entrepreneurs

I enjoy working with startups and small businesses. Their necessary focus on immediate action and results makes it rewarding. Interestingly, I often discover the companies with growth challenges, have nobody who is their proud seller. Why is that?...

Sales productivity increases by practicing as you play

Companies don’t make decisions–people do, and people make business decisions for personal reasons. Too often, salespeople, sales managers, and marketing managers, forget this simple reality making things more difficult than necessary. Sales productivity diminishes because too much time is devoted to simple, non-critical and non-personal...

Are you winning the wrong customers? Four clues in the NEST-test.

Worse than not winning customers, is winning the wrong customers. The wrong customers will waste your time and resources with unnecessary demands. The wrong customer doesn’t recognize success making it impossible for them to be satisfied. The wrong customer broadcasts their dissatisfaction to others....

You sell every day – Do politicians?

Daniel Pink says, in his bestselling book “To Sell Is Human” we are constantly trying to, “…coax others to part with resources” whether it be their money, time or advocacy. Salesperson, CEO, or candidate, you sell every day....

Three questions that earn you trusted advisor status

Advancing from seller to trusted advisor wins you lifelong customers resulting in years of repeat business and referrals. As an advisor you become part of the value that customers pay for. Advisors solve problems in a logical fashion that coalesces stakeholders and promotes collaboration. This...

You earn credibility in three simple ways

Decision-makers want to talk with people who are credible information sources. Whether a salesperson or CEO, if you are credible and have valuable information decision-makers want to talk with you. If you have not yet earned personal credibility you will not get a meeting with...

Winning Lifelong Customers with The Five Abilities
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