Pipeliner
APRIL 12, 2024
In this article, I’ll share the insights from our talk. I shared a revelation about being easy to do business with. Our Host John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling.
Partners in Excellence
NOVEMBER 5, 2021
In some ways, sales leaders revel in this. Since we are leaving all this to the customer, we don’t have to build skills around business acumen or problem solving, instead we focus on product skills and creating closing presentations focused on how great we and our products are, asking for the order.
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No More Cold Calling
DECEMBER 30, 2021
I was too distracted with other activities like social media, emails, writing articles, watching football, and yes, sometimes, Facebook. Starting next quarter, I will write one fewer article at quarter-end. That’s what a client asked me a couple years ago, and I was baffled by his revelation. I admit those were excuses.
Corporate Visions
JUNE 19, 2019
Challenger is one of several sales training models inspired by Geoffrey Moore’s original idea of Provocation-based Selling, as popularized by his HBR article, In a Downturn, Provoke Your Customers. Take control of the discussions around pricing by focusing on value and applying pressure to persuade buyers to close.
Braveheart Sales
NOVEMBER 12, 2020
While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. You may be interested in the article I wrote about this topic: “Reduce the Fluffy Pipeline Syndrome.”.
Smooth Sale
MARCH 25, 2022
I recently closed previous chapters of my life that held me back longer than I care to admit. Another outstanding example of qualifying and matching our connections brings about revelation beyond what we know. The article states that with only $80, she left Ukraine in 1999 to enter the United States and begin anew.
Partners in Excellence
MARCH 7, 2017
He starts his article with the sentence, “Sales people are not necessary… ” He claiming that it’s easy to claim that “relationships are the cornerstone of every sale,” and “there is no replacement for human interaction,” then saying none of that is true. They shift and evolve.
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