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...
Negotiating For Sales – A Review of Unlocking Yes by Patrick Tinney I recently had a closing meeting where my client and I would be negotiating deal points. I had some lead time so I took the opportunity to pick up Patrick Tinney’s book on negotiating...
Here’s How To Make Your Agenda Surprisingly Valuable We’ve been discussing how to make each of your sale encounters inherently valuable. And it’s important that your prospective client anticipate that their meeting with you will be valuable. The primary...
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...
“Unexpected Value” on SalesRepRadio with Dan Walker I’ve always been a fan of SalesRepRadio and Dan Walker. Because of the tight 10 minute format the content is quick and salient. I recommend catching every one. It’s an efficient use of...
Why Prospects Go Silent – And How to Fix It A common complaint I hear is that a prospect stops responding. While there are multiple causes for this, by far the greatest is that the prospect has come to the conclusion that the salesperson has nothing of value...
