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...
Customer Service Lessons for Sales Pros

Customer Service Lessons for Sales Pros

by | Aug 25, 2023 | Sales Motiviation

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...
Prospecting or Closing: Which is Harder?

Prospecting or Closing: Which is Harder?

by | Aug 18, 2023 | Sales Motiviation

A colleague and I talked about the greatest value that a sales professional brings to a company. Is it the ability to prospect for new client, or is it the ability to close a deal? Both are extremely important, and neither is terribly easy. That’s why we typically...
Finding Diamonds in the Rough

Finding Diamonds in the Rough

by | Aug 11, 2023 | Sales Motiviation

“We are all faced with a series of great opportunities brilliantly disguised as impossible situations,” said author Charles Swindoll. When one person sees a barrier, another person envisions an opportunity. Have you ever encountered a brilliant business model and...
Shall Be No Presentation Before It’s Time

Shall Be No Presentation Before It’s Time

by | Jul 28, 2023 | Sales Motiviation

In the early 1980s, the legendary actor Orson Welles served as a television spokesperson for Paul Masson California wine. At the end of each Paul Masson commercial, Welles would say, “We will sell no wine before it’s time.” If you’re old enough to remember those...