Use Your Personal Brand for Prospecting

Use Your Personal Brand for Prospecting

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

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

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

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...
Customer Service Lessons for Sales Pros

Customer Service Lessons for Sales Pros

After arriving at their vacation destination city, a family enters the lobby of an upscale hotel. Because it’s late at night, and they’re tired from delayed flights, they just want to check in and go to sleep. As soon as they walk in, the concierge brings over...