Two Lattes and an Order of Trust

We all have those acquaintances who invariably lead us to fascinating conversations. Recently, I was catching up with one of mine. While describing what we were both up to these days, I began articulating ValueSelling in more detail, explaining why the framework has...

What is the Right Amount of Homework?

We have addressed the topic of adequate “homework” before. We’ve all witnessed a sales call where a rep asks ridiculous questions, “so, what does your company do?” This is an obvious and inexcusable lack of preparation. Our natural...

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...

Achieve Your Goals in 2017

We’re over a week into the New Year. By now, you probably have a good idea of where you want to end up in 2017, but do you know how to get there? The following are some tips and tools to help you actualize your goals and expectations for the year: Decide exactly what...

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...

Setting SMART Goals for the New Year

With the New Year, many of us are in planning and goal setting mode. This is the time we take stock of our territory, account, financial, and personal sales goals. We begin each year with the best of intentions – focusing on the basics: better responsiveness, enhanced...

Q4 and the Customer Choked

We’re driving down the final stretch. It’s crunch time for most sales and sales leaders. The quarter, and in many cases, the year is riding on the next three months. How many times have we seen customers hit the pause button? They ask for a larger discount since...