blog posts

Something for Something! A Simple Way to Survive the Discount War.

Have you heard the expression “something for nothing”? Everybody wants something for nothing or in other words, they want you to give them whatever you’re selling for free. As much as you’d love to do that it just can’t happen. Read More

Who Owns Your Customers? This Can Be Your Company’s Worst Nightmare!

“If the person you are dealing with inside your customers’ account who is giving you the business moves to another company, how confident are you that their replacement will continue to deal with you?” Read More

4 People to Approach in an Organization to Win the Deal in B2B Sales

“Do you have to hit your target!”

Many sales professionals are running around to ensure they hit their targets.  They end up giving forecasts and projections to their management only to fall short. Of course one of the biggest mistakes that individuals commit in B2B selling is they don’t understand the basic rules of how an organization actually buys.  Ignoring these rules can be deadly to your sales career.  If you apply them, you will rise to the top of your field and other will call you a sales super star!  Why is that important? Read More

Was your last sales visit a disaster? Check these 5 important areas.

It was just five minutes before I started writing this post that I got a call from a salesperson that started talking, talking and talking. Then he paused a moment and asked me “Sir, are you an MBA holder?”  I said “Well, I teach MBAs”. It was obvious he got disappointed and told me “Oh God! I don’t think I can sell it to you” Read More

Are you closing enough deals? Or just writing proposals?

 How many times did you face a customer wanting a proposal now, or yesterday? So you stop everything and submit the proposal hoping that this will bring quick business. Then you wait, and wait some more. You decide to make the first call, second call. Then send an email because maybe they will reply. Then numerous follow ups and nothing happen. It’s just a flat line and you are disappointed? Read More