WHEN SHOULD YOU QUOTE?

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I believe that the prospect has to earn the right to get a proposal from the salesperson. The Optimal Salesperson® will only write a proposal to a … [Read more...]

STAY IN THE MOMENT

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Did you ever debrief a sales call with your manager in which they suggest a question that you might have asked but didn’t? Did you ever wonder why it … [Read more...]

WHAT MAKES SELLING SO DIFFICULT?

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       I started my career as an engineer and in those days it seemed to me like the salespeople had the easiest job in the company. They didn’t have … [Read more...]

Avoiding Pipeline Bloat

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Your forecasts are unreliable. Deals look good and then stall. You seem to be wasting a lot of time with prospects who don’t ever make a decision. You … [Read more...]

2 REASONS NOT TO TAKE TECHNICAL PEOPLE ON SALES CALLS

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It happened twice this week. Two of my clients had nearly identical situations and both nearly made the same mistake. Let’s take Pete (not his real … [Read more...]