Are You Having Trouble Sales Hunting?

John Hart remains one of my favorite cartoonists and this one tickled me to write a very short post to help you hunt better with a simple sales skill. Do you know who your best and worst customers are? Has your company defined customer personas and have you defined your own personas? We all perform well, and poorly, with different customer types. Early in my career, I recognized that I … [Read more...]

What do You Want, “Likes,” Followers and Connections or Paying Customers?

Are you collecting followers or developing mutually beneficial business relationships that convert into results for your customers and revenue for your company? Let’s face it, you don’t want countless followers. Who can manage all of that anyway? What you really want are gaggles of happy, paying loyal customers. Have you analyzed how many customers you need to achieve your revenue … [Read more...]

How would you like to read your client’s minds?

There were times with clients when I felt like a mind reader, clairvoyant moments when I wondered if I was actually reading minds. Have you ever felt that way? Last night, I enjoyed my annual viewing of “The Third Man” with Orson Welles. I’m a classic black and white movie and film noir fan. Orson Welles was one of the greatest actors ever and a sales pro if there ever was one. He sold his … [Read more...]

Did You Forget?

It was the last thing I thought about before falling asleep last night and the first thing I thought about when I awoke this morning. Yet I felt alone in my promise to never forget. Maybe I had the date wrong. I Googled news only to find updates about Syria and predictions of the anticipated effect of the Fed’s easing of QE3, but “IT” wasn’t there. Before editing this post, I visited the … [Read more...]

The Heart of Successful Selling: Align Yourself with Your Customers’ Customers

This morning, Daniele Moreschi asked me, “Do you have any tips on selling current clients more inventory?” Daniele's question inspired me to ask, “Why aren’t your customers’ customers buying more?” Last week, Dave Brock fired up a fantastic conversation about “The Essence of Selling”or purpose of selling. At the core is revenue creation. I made the case in my previous post that without … [Read more...]