These days I am enjoying the privilege of working with new young companies. Smart, energetic entrepreneurs are exercising modern selling and marketing tactics that were not available just 10 years ago. Social media and mobile devices alone are major examples of how reaching and educating...
Incredibly successful sales people consistently do one thing better than those who are not top performers – they focus on the here and now. They understand the big picture and long-term, but when it comes time to execute they focus on their BEST next action....
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...
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...
