Never Mistake Marketing for Sales

Never Mistake Marketing for Sales

by | Oct 27, 2023 | Sales Motiviation

On separate occasions I recently met with two small business owners. These guys don’t know each other but they have a lot in common: Despite great effort, neither is happy with their revenue. Both companies are “getting by” but not thriving. A quick examination...
Use Your Personal Brand for Prospecting

Use Your Personal Brand for Prospecting

by | Sep 29, 2023 | Sales Motiviation

Now that we’re in “Selling Season” – the busy period between September and the holidays – it’s a great time to do some networking. Go into the world and use networking as a prospecting tool. It’s also a great time to bolster your personal brand. Make no mistake…You...
Emotionally Intelligent Selling

Emotionally Intelligent Selling

by | Sep 15, 2023 | Sales Motiviation

When I was in graduate school, I worked for the university. I had an outstanding boss, one of the finest bosses you could ever meet. He was a leader, a motivator, a developer of people. He was highly effective, yet unusually modest and humble. He was one of my early...
An Undeniable Realty for B2B Sales Pros

An Undeniable Realty for B2B Sales Pros

by | Sep 8, 2023 | Sales Motiviation

In last week’s Sales Shape Up, I shared two questions you could ask B2B prospects early in the sales process to determine if multiple decision makers could be involved. This week, we’re going to discuss why it’s so important to do this. Having to deal with multiple...
Questions for Multiple Decision Makers

Questions for Multiple Decision Makers

by | Sep 1, 2023 | Sales Motiviation

Selling is easiest when you have one person to deal with and that person believes in you and likes your offering. But in complex, high-dollar-value, B2B selling, there are often multiple decision makers involved in the buying process. Too often you don’t know there...