What would you expect from Ivy League MBA students when it comes to selling? A while back, I had a really cool privilege to offer a sales coaching session to Harvard MBA students! Harvard’s School of Business created an extensive buyer/seller scenario for their students which culminated in a role play where students each took...Read More
Hello friends. How are we doing in these are strange and uncertain times? I’ve spent the last two weeks working with sales teams that scrambled to go remote and figure out a new selling strategy, empathetic and compassionate messaging, and how they can best help their clients and customers. From email communication, social media, and...Read More
Last week I was working with a business owner on her sales process. She had engaged a prospective new client and we were discussing the next steps to close this large opportunity. She was nervous, understandably, and she really wanted and needed this account and all the working capital and credibility it would bring. In...Read More
If you’re looking for great competitive advantage in your selling efforts, this practice will help you convert more prospects to customers and attract your ideal buyers: Sell to REAL PEOPLE, not ROBOTS. Seems kind of obvious, right? But in our zeal to mechanize the sale process so we can pave the road to riches ....Read More
With several Sales Kick Off meetings on the books for this first quarter, we have a lot of “Selling” talk going on in our office as we develop content, slides and breakout sessions. The one thing we’re NOT talking about in our Sales Kick Off meetings: Sales Techniques. Selling has never been about Technique ....Read More
Today’s blog tackles the last of the 4 Tenets of Modern Consumers: Collaboration. It didn’t take much to find a relevant example of why we demand this in our partnerships – this story is from this just past week: Alright, STOP. Collaborate and Listen . . . {If you chuckled here, I know you either...Read More
Now, in this moment, if you’re not Innovating in your business, your business is dying. Innovation is one word that sums up the need to grow/change/forward progress/anticipate/forecast to meet the needs and actions of the markets/consumers we serve. It’s a buzz word right now but that’s for a reason. Innovate, or die. That’s the age...Read More
