The term “business development (BizDev)” has taken on varied meanings over the years. As it applies to sales, I see it as the process undertaken when introducing new products and/or when entering new markets. Selling in a BizDev environment requires different skills, the right personalities and...
Jet Lag Jitters is what I call that period, usually the second or third day in a foreign time zone, when your mouth and brain become disconnected, when it takes a few minutes to realize the TV newscaster isn’t speaking your language and when you can’t find the...
The winning result is getting the sale, which is easily measured. It’s a contract, a payment, a phone call, etc., that says you’ve won the business. That’s an easy thing to articulate and measure, in any sales situation. The hard part is to be able...
Sales people and teams, as with many business disciplines, have demands on their time that exceed the time they have. As with any discipline it’s helpful to have a way to prioritize your actions and within sales, your time has to be focused on moving...
NO SURPRISES is a key part of RELIABILITY. It’s about making sure decision makers get relevant information, both positive and negative, from you versus their peers or, worse, your competition. It requires a clear VISION, a MISSION with milestones and a COMPETITIVE REWARD. With these in place, you can create a sales culture where surprising a customer is a rare occasion. ...
51% of Americans are introverts, according to a 1998 study done by Myers-Briggs. By default that means many of us in the sales profession are introverted and yet, we have to work rooms at events and get on stage to speak to large audiences. It's our job. I'm an introvert and I've learned adaptation methods to get me from being deathly scared of public speaking and mingling, to where it's become natural for me. I'm hoping these methods are helpful to you whether you're an introvert or an extravert....
Sales people have to say no way more than they get to say yes. Saying no in a way that maintains your company's CREDABILITY, VIABILITY and RELIABILITY is something incredibly successful sales people do well because they genuinely acknowledge, comprehend and explain the situation in the customer's language. Learn how to ACE the NO....
