Five ways sales is like quarterbacking a no huddle offense
For those who are not American football fans, please forgive the metaphor. I hope you’ll see that it fits and I’ll look forward to hearing other comparisons from you....
For those who are not American football fans, please forgive the metaphor. I hope you’ll see that it fits and I’ll look forward to hearing other comparisons from you....
As of September 23, 2013, Hewlett-Packard, the original garage start-up that birthed Silicon Valley, will cease being a member of the Dow Jones Industrial Average (DJIA). I was lucky enough to work at HP during the celebrated days when Bill and Dave were still around...
VISABILITY – Being seen in the right way by the right people CREDABILITY – Having superior knowledge and success VIABILITY – A solution that fits both needs and readiness CAPABILITY – Delivering on what the customer bought RELIABILITY – Being accountable “when” things go...
Great sales execution requires complex problem solving and focused actions. The purpose of a sales methodology is to reduce the complexity in problem solving and to sharpen our focus so that we choose the best next actions that most quickly, get us to the close. The...
I referred to SSOT status in my last blog. This is when we earn the credibility to have a peer-level problem solving discussion with customer decision makers. In these settings we’re no longer sitting across the table from each other, as in a negotiation setting,...
Identifying and acting on the right selling actions that get customers to buy from us, is hard work. However, why customers buy from us, versus our competition, is actually a simple set of reasons. When we base our sales plans on the reasons customers buy...
When I give coaching or training, I always get questions that indicate people want line-by-line instructions on how to win the sale. It just doesn’t exist, but it doesn’t mean we don’t benefit from sales methodologies....
