We all want a tighter relationship with our clients, because developing strong business relationships is what allows everyone to benefit. You will benefit. Your client will benefit. So how do you do that?!  How do you develop those stronger relationships? Here are specific things you can do to take those relationships to a level where [...]

When somebody tells me they do inside sales, I want to choke. “Inside sales” makes it seem like people are locked into a room and nobody leaves until a sale is made.  Sure, that might have been the case years ago, but that’s not what inside sales is today. Today’s customer, whether it be B2B [...]

Companies are rarely able to look at everything they need to look at. Today’s business environment is moving too quickly for anyone to understand fully everything they could either benefit from or be at risk of being harmed by.  The salesperson is in the role of helping their customers learn what they don’t know — [...]

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the sales process. More importantly, they blow up several of the myths most people have come to believe regarding sales.  Summing it up, the [...]

Want to know the best way to get your 2012 sales off to a great start? I know 6 tips you shouldn’t ignore: 1. Get your CEO and other senior level people on the road visiting customers. Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close [...]