Listen to How to Sell to the C-Suite on the Sales Is King Podcast With Dan Sixsmith I recently caught with sales veteran Dan Sixsmith with the Sales Is King Podcast to discuss how to maximize our meetings with C-level executives. If you enjoy gritty, in-the-trenches...
Hard Science Supporting The Soft Skill of Sales Leadership – A Book Review of Stop Selling & Start Leading by Deb Calvert I have been a longtime fan of Deb Calvert ever since I read DISCOVER Questions Get You Connected which I highly recommend and read once...
7 Ways to Add Unexpected Value to Your Next Sales Encounter We have been covering the six elements of sales encounter planning. Regardless of the methodology or tools you use to plan each sales encounter, you should cover these six elements: Research Value...
28 Sales Questions to Research Your Prospective Client Last week week we covered the 7 reasons planning is critical for sales success. Now it’s time to get tactical. In the next few posts we will cover the actual questions you should be asking to research your...
Here’s The Key to Adding Value to Every Sales Encounter We have been discussing how to add value to every sales encounter. Today we wrap this subject up by covering the last two areas you can add value – Delivering Education & Sharing News, Trigger...
Do You Really Understand What Your Customer Values? It used to be that clients most strongly valued our product information, our responsiveness when approached, our ability to fulfill an order or request, and our ability to provide the best offering and/or price. All...
