Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. B2B buyers aren’t buying because they aren’t getting value during these one-sided sales presentations where the seller does all or most of the talking.
Author: Deb Calvert
The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long.
Ensuring clarity in communication is the responsibility of each individual, particularly since our performance is so frequently appraised based on our ability to effectively communicate.
The buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established.
When we choose words carefully, we are viewed as being in command, powerful, as we describe the world around us. Leaders go one step further. They use the language of leadership.
DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes … only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes
Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.
Do you have a leadership philosophy? You might need one if you plan to lead with consistency and credibility.
What is the appropriate boundary between being a boss and being a buddy? Use these seven tips to keep yourself on the right track.
Many mistakenly believe that being humble is a sign of weakness. We associate the word, “humility,” with other words that are unfair attachments to the true meaning of humility.
It was a great opportunity, double the salary I’d been earning and THE company everyone wanted to work for in 2006. I said “no” to the offer and started my own business instead. The offer, incredible as it was, didn’t fit the commitments I’d made in my personal life. Raising a special needs child, I’d