The ART of business relationships is Authenticity, Relevance and Trust.™ Although most sales programs focus on building trust effectively (and they should), seldom is Relevance discussed or recognized. Here’s the question: If your prospect/customer trusts you, but you don’t regularly demonstrate your relevance, are you truly a Partner-Advisor to your client? Relevance is critical. Today, […]
It’s Time for your Sales Organization to Grow Up!
Posted by5 Steps to Transition to a Dynamic Sales Culture Have you heard the saying “What got you here won’t get you there”? Never is that more true than for the company that has reached the inflection point of moving out of start-up mode and into growth mode. Growth is largely measured one way: increasing revenues. […]
Flat-Headed Squirrels
Posted byWhat happens when a squirrel runs into the middle of the street and can’t decide whether to turn right or left? You guessed it! Such is life for indecisive squirrels. It’s the same for indecisive sales professionals. Decisiveness, according to Webster’s, is the power or quality of deciding. This is such an enormous quality for […]
We Are All Selling the Same Thing
Posted byI often open a training session with a very simple question: “What is every person in this room selling?” The typical answers I receive are “ourselves” “trust” or “solutions”. All are good answers, but not the answer I’m looking for. CHANGE is what every hunter-salesperson is selling. The change can be from an existing provider, […]