Reverse Engineering a Successful Sale
The customer is always right when they describe how they see your value. That was true recently when a client VP said, “With The Five Abilities® you’ve basically reverse engineered a successful sale.”...
The customer is always right when they describe how they see your value. That was true recently when a client VP said, “With The Five Abilities® you’ve basically reverse engineered a successful sale.”...
In late January, I will be launching a book called Winning Lifelong Customers using The Five Abilities®. The book launch coincides with a demand generation push for The Five Abilities LLC. We’ll be updating our website, social media, consulting materials, and we’ll use The Five...
The Five Abilities® makes the list of Top 50 must-read blogs on Consultative Selling for the third consecutive year....
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...
The best salespeople practice productive paranoia, and The Five Abilities guides that focus. They constantly ask themselves if they’re doing enough to beat the competition. “Have we done enough to win?” “Are we delivering better value?” “What have we left undone?”...
In spring of 1992, Lew Platt was named to succeed John Young as CEO of Hewlett-Packard. Prior to becoming CEO, Lew was the executive sponsor for our Boeing relationship. Those of us on that team were lucky to work with Silicon Valley’s low key, genuine...
