One of my passions is helping companies develop their leaders of the future. Building the talent that will lead the company in the coming decades. The challenge with this type of work is that right now we are in a leadership crisis. Not only do most organizations lack the bench strength to create their next group of leaders, but many require the culture to allow tomorrow’s leaders to be successful.
In sales, competition is tough – period! Someone always has a better product, a lower price, better results and the list goes on. The truth is you can usually come up with more reasons your customer should be buying from your competitor rather than why they shouldn't. However, if you want to succeed in sales you need to stop focusing so much on your competition. Why? Because what your competitor does or [...]
A New LinkedIn Learning Course I am very excited to announce my newest course, Consulting Foundations: Building Your Sales System, just released on the LinkedIn Learning Platform... is now available on LinkedIn Learning. No matter how great a consultant you are, no matter how well-educated, talented or experienced you are, without sales nothing else about your consulting business matters.
5 Strategies To Get Your Business Prepared Will they or won’t they? Raise interest rates that is. To date, the Federal Reserve has raised interest rates twice this year and is forecasting two more increases before year-end. While President Donald Trump is breaking with tradition (President’s do not typically interfere with the Fed’s decisions) and trying to talk the fed out of more increases, it appears that despite his protests they will [...]
Think about this, most things that can impact your sales success today are outside of your control. For example, new competitors entering the market, advancements in technology or even the fluctuations of the market. Anyone shift or change of direction with any of those and your sales strategy can be greatly impacted – positively or negatively. So as a sales professional you need to be adaptable. You need to be open to [...]
When it comes to mastering the art of sales, sometimes it can be more important to understand what not to do when trying to get the sale. Sales is one business where you cannot fake success. Your numbers, your goals, and your bottom line results will always reveal your sales skills or lack thereof! You can learn a lot from watching what sales professionals do to get the sale, but even more [...]
Just this past week, I was doing a keynote presentation for a company (who shall remain nameless) whose executives warned me that my biggest challenge would be the sales team. “They just don’t like change they said.” Are you kidding me? What do you mean they don't like change? So why does that matter? Your customers need better and more enhanced service, your profits need to improve, and business growth is not [...]
3 Strategies To Get The Deal Closed Think about this, since you have woken up this morning, gotten online, started reading this article on how to close more deals, your future customer has already begun the sales process. Right now, your prospects and customers are online, “googling” to discover information and ideas around products and services you sell. They are going to an industry meeting, where an expert or guru is speaking, [...]
What are the sales skills the Modern Sales Professional is going to need? What a great question – and why the "modern" salesperson? Because everything about selling today is different, and it takes a new (modern) approach. The economy, customers, and technology - they have all changed the game. So in times of extreme marketplace shifts, hyper-competition, and demanding customers - what are the range of sales skills you need to exceed [...]
Last weekend I was playing in a golf tournament to raise money for a local charity. I was playing with two of my friends, both well connected and master networkers. We were set to be a three-man team when the organizer of the event approached us to ask if we would like a fourth. Of course, we said yes. Our fourth turns out to be a nice young man, early thirties, a [...]