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...
…too many have a view that is too narrow to properly apply to the speed and mobility of business and business leaders of today....
Company leaders strive to create positive noise about their offering. They strive to be the topic of positive conversations. They want to create “buzz” for their company and offerings, resulting in heightened visibility and credibility. It’s a bonus when we get to sell for the...
Once we create a suspicion of value in the mind of decision-makers we earn CREDABILITY by showing the customer how we make our value proposition a reality. In earning CREDABILITY we’re evolving that suspicion of value to an acknowledgement of value. The three primary paths to...
In the sales world, gatekeepers are often referred to in a negative light. You’ll hear things like, “Don’t get stuck in procurement – they’re just gatekeepers” and “You have to get past the gatekeepers or you’re just wasting your time.”...
With the ease of information access in today’s digital age, customers can learn a lot about our products and services before we make our first sales call. They comb our websites to research our offerings. They also read what our competitors, critics and customers say...
In a recent post, I talked about how lack of perspective about your competition is a sure path to lost credibility. Additionally, there is a CREDABILITY problem that is less obvious and more common. ...
