by chris | Oct 24, 2014 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
It’s amazing how far a number of companies and sales teams have come in the last couple of years. I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good. When I hear comments like this,...
by chris | Sep 30, 2014 | Sales Leadership, Sales Motivation
What does it take to succeed? Too many salespeople are stuck using sales strategies that were great five years ago, but simply do not work today. One of the biggest changes I see is how salespeople are stuck focused on the “4 Ps” of selling: Price,...
by chris | Sep 26, 2014 | Sales Leadership, Sales Motivation
Are you driving results or are you merely reacting to what is happening around you? I watch far too many CSOs (Chief Sales Officers), VPs of Sales, etc., fail to be proactive enough in understanding their marketplace. The result is their forecasts wind up being...
by chris | Sep 5, 2014 | Profit Maximizing Price, Sales Process, Sales Prospecting
Recently I did a free webinar with Anthony Iannarino on closing more sales now and understanding the price value relationship. If you missed it (or even if you did make it to the webinar), I have GREAT news! Anthony and I are doing a Part 2 on Sept. 18....
by chris | Aug 21, 2014 | Profit Maximizing Price, Sales Process
The sales call was not perfect. You’re about to close the sale and you get hit with the issue your price is too high. No need to panic. Here’s the deal — the cost of what you’re selling is not what you think it is. Your price is driven by the length of...