When Microsoft first launched smartphone software in the early 2000’s, we all started using Windows-based phones. It was a proud moment for those of us who got to demonstrate and sell the phones because Windows Mobile was one of the most popular smartphone operating systems...
Before I started my business career, I wrote music and played guitar in many bands. My goal was to become either a staff writer for a record company or a recording artist. This is truly a career where less than one percent of participants end...
Search “networking” on Amazon and you’ll find over 258,000 books. Bing gets you 23 million results and Google gets a whopping 544 million hits. It’s a popular topic of books and blogs and, while some apply to computer networking, most apply to the act of...
In B2B selling, we never win on the first call. When meeting with a customer for the first time you have one simple goal: Get the second meeting....
CREDABILITY – Showing superior knowledge and experience At the core, in regards to sales, this is the ability to listen to the customer/client with responses and ideas that show you understand. Having comprehensive content and a compelling presentation is helpful but unless the customer/client feels...
The minimum acceptable outcome of any sales meeting is to get closer to winning a sale. Sure, eventually we want to close the sale but in B2B sales, it’s rare if ever when we close a major sale on the first call. Yet so many...
We all prepare for sales calls by researching our customer’s business – At least I hope we do. How many of us take the time to research the personal history of the people making decisions? From what I have seen, most do not spend enough...
