Why Knowing the Next Step Might Not Be Enough

At the end of every quarter, I see the same misstep — the lack of a Mutual Plan with the prospect (AKA a simple client-specific business case). Sales teams work so hard throughout a quarter to complete proper discovery, multiple product presentations, detailed...

Make Customer Retention a Priority in the New Year

If your 2017 goals include growing your customer base or building a strong pipeline, there is another goal you should consider adding to this year’s list: customer retention. Many salespeople are guilty of “hit-and-run” selling. They get the order and then disappear...

Speaking to Executives on Things that Really Matter

We often are asked questions about getting to executive Power during a deal and making a real connection. In other words, building a relationship that lasts because the client sees value in you and your interactions with them. Let’s start by quickly identifying what...