313-882-3438Start Replicating Your Most Profitable Customer Relationships Start Replicating Your Most Profitable Customer Relationships A frequent observation I make during sales and marketing assessments is the lack of customer discrimination within organizations. Rather than qualifying customers that fit predetermined profiles, many companies pursue every customer and every deal as if all are a fit. Stated differently, the sales team attempts to pursue the entire target market rather than the addressable market, a subset of customers […]
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Beware of The Transactional Trap!
A Story of Transactional Versus Value-Based Selling Many companies and sales people are trapped in a transactional selling cycle using price as their primary tool to solicit and close business. Of course, the result is that customers treat them as a quote or proposal factory. Transactional selling cycles are characterized by a commoditization of products and services with an over-weighted emphasis on price. In these scenarios the sales team’s primary line is “Can we have […]
Read MoreBreak Down the Door!
Salespeople often tell me they can’t get prospects to return their phone calls or emails. As a person that has executed over a thousand cold calls and introductory emails, I have a 3 step process that I’ve found helpful to securing first meetings with prospects. Salespeople often tell me they can’t get prospects to return their phone calls or emails. As a person that has executed over a thousand cold calls and introductory emails, here […]
Read MoreFeed Your Sales Engine Rocket Fuel!
All Sales Engines must be fed with lead generation. Lead Generation is the art of generating new quality conversations with prospective customers, whether that means cold calling, trade shows, content marketing, or other methods. Which lead generation method is right for your business? All Sales Engines must be fed with lead generation. Lead Generation is the art of generating new quality conversations with prospective customers. B2B Lead Generation Methods In the B2B world, the most […]
Read MoreInsights from a Top Producer
Q&A with a High Achieving Sales Performer: I recently sat down with a good friend that is one of the more successful salespeople that I know. He agreed to share insights on his own experience and observations from the sales profession. Q&A with a High Achieving Sales Performer I recently sat down with a good friend that is one of the more successful salespeople that I know. He agreed to share insights on his own […]
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