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The Competitive Advantage

tag: seller-doer

March 16, 2021

Your Clients Don’t Know What They Need!

Alternate title: ‘Don’t Be an Order-Taker’

I received a call from a client last week. He said he wanted to talk with me about our sales training workshops. Great! Love to do those!

In my younger days… I would have hopped on the phone call and told him everything about our workshops, all the topics we covered, key takeaways for his employees and what makes it different than any other sales training workshop in our industry. It would have been awesome… at least that’s what I would have thought back then!

But I’m not that guy anymore… I’ve learned a few things.

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December 29, 2020

The Top 10 Most-Read Blog Posts of 2020

blogAccording to Google Analytics, there were more than 10,000 Page Views of our blog this past year. And as I do every year at this time… I wanted to do a count-down of the most-reads topics. But I did the measurement a little differently this year.

Instead of looking at the most popular posts that were written in 2020, I looked at which posts were the most viewed in 2020, regardless of when they were written. Interestingly, these “hot topics” spanned the entire life of our company… from as early as 2012 (the year we were founded) up to several from this year.

We hope you enjoy them…

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December 15, 2020

Selling is a Solo Act… But It’s Also a Team Sport

sales repIn the world of sales, connecting with a prospective buyer, establishing a relationship, building trust and then finally asking for the business is very much a 1-to-1 endeavor. It’s just the sales rep and the sales prospect.

But that doesn’t mean you can just send your reps out into the market and expect them to fend for themselves. Sadly, that’s the strategy used by far too many firms in our industry.

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December 8, 2020

Lead Nurturing for Seven Years? It’s True!

lead nurturingI 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?

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November 24, 2020

Generating Sales Leads is a Waste of Money… If You Don’t Follow-up

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.

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October 28, 2020

Sending cold emails? Then take the time to do it right.

cold emailI 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!

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September 30, 2020

Stop Selling… Start Helping!

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.”

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September 15, 2020

To Excel at Virtual Selling… You Need to Master Video Chat; Part 2

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…

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