The Competitive Advantage
December 8, 2020
I first met with the founder of this particular MR services firm in early 2013. After his initial interest and a few phone calls, he said he was not ready to move forward.
A year later we reconnected… similar interest, a few more phone calls… same outcome.
And again, two years after that.
But now, it looks like it’s finally coming around and will actually happen. The interest, the need and the urgency are all higher than ever before. So, what happened? How did a sales prospect from 2013 finally come to pull the trigger (we think) more than seven years later?Continue Reading
November 24, 2020
Sales leads are the lifeblood of any growing business. In the good ‘ol days… they came from networking at a conference, meeting visitors at your trade show booth and cold calling. Today, they come from hosting webinars, leveraging LinkedIn connections and creating downloadable gated content.
But here’s the problem (today and back then)… the vast majority of those sales leads are never followed-up on. It doesn’t matter if the guilty party is a full-time sales rep or a part-time seller-doer… this is where the sales process breaks down. Happens all the time! I don’t know if it’s because the sale rep gets lazy, gets distracted or gets busy.Continue Reading
October 28, 2020
I received a cold email this morning from a company pitching its products. It happens all the time. But this one was especially bad.
First of all, it was like so many of the other cold emails I’ve received over the years – selling products or services I simply don’t need. This happens so much that I started writing about this phenomenon as early as 2016 (read the first post here). This salesperson was just lazy. They likely found my name on an industry list somewhere and assumed I needed what they’re selling. Uh-h-h… no!Continue Reading
October 13, 2020
We’ve been in business for 8½ years… and in all that time, I have never given a single capabilities presentation. Why not? Because every prospect already knows what we do. If they didn’t, we wouldn’t have been invited in to present. How do they know? Simple… they’ve been to our website, downloaded our materials and checked us out on LinkedIn. They already know who we work with… it’s on our website. They know the areas where we’re subject matter experts. You guessed it… also on our website. So, if they already know all of that, why would we waste their time (and ours) re-presenting it to them?Continue Reading
September 30, 2020
I generally empty my spam folder every day, but for some reason, I had skipped a few days… and had a mountain of emails to be deleted.
As I was looking through them and getting ready to hit the ‘delete’ button, I noticed a consistent theme across all of them. Other than a couple of “I’m a barrister in Dubai I need your help to claim $20 million,” every single one of them was a hard sales pitch: SEO services, website design, app creation and so on and so on. And most from companies I had never heard of.
Even though this was my spam folder, I think there’s still a lesson here… if you want someone to take notice of you – in an email, over the phone or in person – stop selling and start helping. Or as one of my clients likes to say, “bring value to the relationship.”Continue Reading
September 15, 2020
For the foreseeable future, using video chat for virtual selling will be the ‘new normal.’ So, if you want to be successful at selling, you’ll need to master one of these platforms. Last week, we explored the fundamentals of video chat. In this blog, will discuss how it applies specifically to the sales process.
To help, here are 9 guidelines to help you become a virtual selling superstar…Continue Reading
September 8, 2020
Even when the pandemic is behind us, the use of video chat platforms like Zoom, Microsoft Teams, Skype, etc. will continue to be an important tool for virtual selling and maintaining client relationships. And while all of these platforms are pretty easy to use, it’s also very easy to do a bad job while you’re broadcasting to a sales prospect or client.
To help, in this blog post (and next week’s, too), we’ll share a number of easy-to-implement actions you can employ to take advantage of video chat technology.Continue Reading
August 25, 2020
One of the guiding principles of B2B sales is that ‘a buyer won’t buy from you until they get to know you… then like you… then trust you.” It can’t and it won’t happen any other way.
And of those, ‘trust’ is the most difficult to achieve. But ‘trust’ isn’t just about you. Your firm (and its staff and its services & products) also has to be trusted by the buyer. So, how can you help a buyer reach that level of trust in you and your firm?Continue Reading