The Pipeline
MAY 25, 2012
But assuming you are looking for revenue, growth and success, the above is not the strategy for you, you are much better off dealing with or managing buyer objections as they come up. Once you accept that objections are not the enemy but an opportunity to leverage and expand on a point or a line of discussion.
The Pipeline
FEBRUARY 24, 2014
If you read this blog regularly, you know that I have pointed out that salespeople and sales organizations spend too much time and energy trying to avoid objections, when they should be spending time on learning to deal with them, redirect and leverage them to move the sale forward. What’s in Your Pipeline? Tibor Shanto .
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Understanding the Sales Force
MARCH 4, 2013
Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. There is Energy and Esprit de Corps! Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. Darwinian Sales Culture. Darwinian Sales Culture.
Marc Wayshak
APRIL 3, 2024
Let their energy lead where you want to go. However, adept martial artists understand the power of guiding their opponent’s energy rather than resisting it. Likewise, successful sales professionals navigate conversations by aligning with the prospect’s energy and subtly steering them towards a desired outcome.
The Pipeline
DECEMBER 9, 2013
I had some interesting feedback to a recent post on my blog The Pipeline, titled Is BANT Helping You Lose Sales? The gist of the piece was that many put an over emphasis on “need”, and thereby limit their success. They will always have objectives, but not always have a realized need associated with those objectives.
MTD Sales Training
JANUARY 2, 2019
It can create energy and momentum and shine a light on how the future might be if you achieved it. Imagine setting all your energies and focus on that one thing. If you feel that a BHAG would be too difficult for you, or you can’t commit the time and the energy to achieving it, then don’t start, because you’ll fall short immediately.
SBI
SEPTEMBER 18, 2012
Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. It is aptly referred to as the Shiny Object Syndrome.
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