Understand, Then be Understood

Who hasn’t been in a discussion with a client or prospect where, after 20 minutes, we find out they are well down the path and there is no need to continue the conversation? It can be incredibly frustrating to realize you’ve invested a lot of time you won’t get back....

You’re the Quarterback

There is a strong possibility that you may be working a deal with team members who haven’t been through a ValueSelling workshop. I often get this question from my students, “What can I do to make sure that everyone is aligned so that we can execute effectively?”...

What Went Wrong?

Isn’t it funny how things seem to happen at the same time? It’s like when you buy a car, you suddenly see it everywhere you go. I recently wrote a post about one of the worst sales calls I’ve ever experienced. Scroll down to the comments – they say it all. Last...

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...

Overheard at Lunch One Day

I was recently having lunch with a close friend and we were planning a future golf outing (should not be a surprise for anyone who knows me). As we discussed our plans, there were two sales reps sitting at the table next to us. They obviously didn’t realize how...

One of the Worst Calls in a Decade: Crash and Burn!

I sometimes wonder how this could still be going on in today’s day and age.  We are now living in a digital world.   Everyone says it makes it harder for sales teams because the buyer is now more informed! I say that this is BS.  Although they are more informed, at...

251 days- 141 left

251 – Is the number of selling days there are in a normal calendar year, and we’ve already had 110 this year.  While this doesn’t sound like much, by the end of this month (June) we’ll have had half of them. It’s time to take stock of you and/or your team – Where are...

Know All You Can

More often than not we enter into opportunities where competition exists.  Our invitation to participate is procurement’s prerogative to balance out the bidding process. Unbeknownst to us, senior stakeholders usually have a predisposition. As with most elements of the...