5 Ways to Prevent Buyer Brinkmanship – “ABN” Always Be Negotiating©

At the 11th hour, the customer throws us a big curve. We invest months and years developing new business opportunities. We brainstorm with our clients to create valuable insights for them. We research their market conditions, customers, competition and their business plans. We help model ideal outcomes for them and mitigate their risk. We spend our company’s valuable resources only to find our … [Read more...]

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...]

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...]

Are We In Sales for the Money? What Do You Think the Purpose of Selling Is?

My friend Dave Brock's post, "The Essence Of Selling" triggered a comment that I've decided to share here and also plug Dave's blog. After you read my anti-money-semi-diatribe, please read Dave's post and throw your opinions in both of our rings. Why has making money, bringing home the bacon, become socially unacceptable in many circles? We who enjoy the life capitalist nations offer are … [Read more...]