Author: admin
For powerful and – when needed – disruptive selling: 5 essentials
August 16, 2017For optimal business development, you need these 5 essentials: 1) The Proving Kit (1 minute) Please click on…
From Forbes.com – Changing A Prospect’s Mind When They Tell You ‘I’m Good’
August 16, 2017You finally made contact with a prospect. You’ve been calling for weeks. You're elated. Then, the prospect says those two words that drive fear into all our hearts: She says, "I'm good.;…
How Urgency Based Selling Is Different – in 90 seconds
August 11, 2017Urgency Based Selling differs from other methods in employing the hero culture, the selling tools, the focus on addressing skepticism and risk aversion and of course, the method. For a 90…
Take the “Do or Die” sales quiz
August 11, 2017Do you have a "do or die" sales team?
Take the Quiz, please click here.
Test Your Selling Strength!
August 8, 2017How your sales team responds to these stories tests your team's selling strength! A "Do or Die" Story - is your sales team "best efforts" or "do or die;?…
The Four Phases In Sales Management Evolution – from Forbes.com
July 24, 2017At one declining business with which I worked, a sales manager reasonably saw his job as "managing the decline." After all, the market was declining, so his sales should correlate. And…
One Selling Tip a Day, for a week
July 23, 2017For a selling tip a day, one week of Urgency Based Selling, please click here to signup. Each email will feature a brief video.
The Entrepreneurial Sales Manager- Sales Chat with Pipeliner CRM
July 20, 2017Join SalesChats hosts John Golden and Martha Neumeister for a fast paced discussion on the topic of the entrepreneurial sales manager with sales expert Andy Gole. https://www.youtube.com/watch?v…
These Five Selling Forces Determine Sales Success – from Forbes.com
June 28, 2017All too often, salespeople are hired for only these qualities: industry knowledge - customers, products/services, competition Industry acceptance - gravitas, access This overlooks 3 critical selling…
Is Your Proving Kit Strong Enough for Business Development?
June 28, 2017Opening new customers is challenging! This is why we need a powerful proving kit! The incumbent supplier wants to protect their business. And usually, the prospects wants to…