Culture Eats Strategy for Breakfast

(especially in sales)

According to STAR Results’ 2015 Sales Manager Survey, nearly half of all North American sales reps failed to meet quota over the last several years.

So what’s the problem plaguing nearly 50% of your salesforce?

Data tells us isn’t not too little training. Your people have been trained to within an inch of their lives It’s not a lack of tools. You’ve got dozens of them. It’s not poor processes. […]

Making Small Talk Big

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The single most important event in the sales process is the first face-to-face meeting with a new prospective client. If you think about it, the beginning of the most important event in the sales process is a big moment. Do you really want to burn it talking about the weather? […]

Q Notes, Quadrant 1: The Question Quadrant

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To be useful to a client, you need ideas that help them. It’s a lot easier to get ideas when you understand their reality, what they need, how your client perceives their situation. You don’t get this without asking questions. A good sales meeting is devoted to questions. […]

Preparing a Presentation for a Client Sales Meeting: Yay or Nay?

presentation

“She makes a presentation for every client. That’s the last thing in the world I would do,” he said. “She does seem to get business, though. I’ll never understand it.” […]

Two Brains Are Better Than One – Take a colleague to your sales meeting

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When we deconstructed the sales process in Never Be Closing, we started with the face-to-face meeting, the most important event in the sales process. We worked backwards to the beginning of the sales process, and forward to the steps that help you mine the meeting to build a productive relationship. You could argue that the whole sales process is built to leverage the face-to face meeting. Preparing well and debriefing all have the goal of […]

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