The Competitive Advantage
November 12, 2019
Hey! All you seller-doers out there… how are your sales efforts going this year? Are you going to hit your 2019 sales goals?
If not, don’t be too surprised. Being a seller-doer is hard work. You try to serve two masters, but inevitably, the “doing” gets in the way of “selling”… which makes hitting those sales goals all the more difficult.
Maybe it’s time to try something new. To help you get started, here are 5 easy sales hacks to help you kick-start your selling efforts in 2020…Continue Reading
October 15, 2019
A few weeks ago, I wrote a post on how NOT to use LinkedIn in your sales efforts (read it here). It was one of our most popular posts all year. Evidently, I’m not the only one who hates hard-sell pitches on LinkedIn.
In a happy coincidence, I was telling a client contact about this post… and she told me a story about how she is using LinkedIn in a friendly, non-salesy and effective way. Here’s what she’s doing…Continue Reading
September 17, 2019
I love LinkedIn… and I hate it!
It is, by far, the best platform for connecting, communicating and sharing information in the B2B environment. It is also abused far too often and by far too many people. Let me share with you a recent true story of how NOT to use LinkedIn.Continue Reading
August 27, 2019
In a meeting, recently, with a couple of leaders from our industry, we fell into a discussion about the state of “sales” in our industry. During our chat, one of them mentioned that a new sales rep at his firm – someone from outside of the industry, interestingly – managed to put several hundred thousand dollars of potential new business into her pipeline in just her first few months of employment!
I was blown away! That is absolutely unheard of. To reach level of success… that quickly… especially by an industry outsider. What was her secret?Continue Reading
August 6, 2019
We’re two weeks into the inaugural 3-week Seller-Doer Workshop… and with 30+ participants, I couldn’t be more pleased (or grateful).
In these first two weeks, we’ve covered a number of topics related to general selling philosophies, acquiring new clients and maintaining & growing existing clients. But the one topic that seems to have generated the most group discussion is the “language of sales.”Continue Reading
July 16, 2019
Does your firm subscribe to the seller-doer model for business development? That is, are there leaders and managers in your firm who, in addition to their primary roles, are also tasked with responsibility for revenue growth? If you answered ‘yes,’ then your firm is like the vast majority of others… the seller-doer model is, by far, the most popular sales structure in the MR industry among small and mid-sized firms.
Popular, yes. But also, incredibly challenging because…Continue Reading
June 25, 2019
Have you ever gotten deep into a sales conversation with a potential buyer – maybe even over the course of weeks or months – only to find out that they will never become a buyer? That your firm is just not the right fit with what they really need… or that they can’t afford your services?
Scenarios like that – which happen all too often – are incredibly frustrating. And a colossal waste of time!
So, what can you do? You need to qualify your sales prospects before moving forward. Here’s how…Continue Reading
June 18, 2019
“I hate selling!” It’s one of those phrases I hear often from seller-doers in our industry – the independent consultants, small business owners and senior executives at larger firms who have “sales” as a part of their job description, but don’t really want to be doing it.
But why is that? Why do so many non-salespeople hate selling? Their reason for the disdain of sales can likely be traced back to one (or more) of the following…Continue Reading