Measuring Sales KPIs makes those who are responsible for new business development accountable for their efforts in that area. Not looking at, and responding to, Sales KPIs in order to drive revenue is like walking blind near a cliff and hoping to survive.Read More
Sales conversation nightmares are made of this. You’re with a prospect. You’re interested in their work, and you’ve researched them, so you have a pretty good idea of what they do and with whom they do it. You feel excited about how you might collaborate. Like any good salesperson, you start asking questions about their business and inquiring about their challenges, aiming to find where you two will best intersect. Suddenly, they shut you down. They don’t want you asking questions about their business. They feel you’re prying where you shouldn’t be. Things get tense. The conversation lags. How do you move forward and win the client? It seems like mission impossible, but it’s not!Read More
New research shows the #1 reported challenge for 81% of 500+ Professional Services Firms surveyed is New Business Development! Yet, most have provided almost NO Sales Training to support them. Why IS that?Read More
Yesterday, in the Sales Best Practices group on LinkedIn, I answered a question posed by another member. The question is a good one and the way you think about the issue can make or break you in any sales environment. Because it’s so important, I’m sharing it here in its entirety. My advice to you right now: read it! It’s just 4 paragraphs but you’ll want to be sure you’re on the right side of this sales issue NOW! Then, comment below or click the LinkedIn link at the end of this post and join the discussion yourself! What’s your take on educating as a part of the sales process? How do YOU handle presenting fresh ideas to prospects who are seasoned veterans of their industry?Read More
“Trust is the foundation of the sale. No trust, no sale.” —Mike Schultz and John E. Doerr, Rainmaking Conversations 
In Chapter 10 of my book, Win More Clients, I share some research about the role trust plays in business. Today, I’ve decided to share that valuable information with you here! Read on and comment below to share your own experiences with how trust—or lack of it!—impacts your sales success.
In an article published earlier this year, Mike O’Horo, who, like me, trains lawyers to sell their services, asserted that “Closing cannot have any legitimacy.” He went on to explain his position, ending with “Closing is a fool’s errand that alienates buyers. It’s like teaching a pig to fly: It doesn’t work, and it irritates the pig.” Well, I took exception with that last idea! Read my response to him.Read More
I write a lot about selling. But I don’t think you can learn to sell from a book or other written material. There’s no substitute for knowledge, of course. But sometimes all the knowledge in all the books in all the world won’t help you when you’re having an emotional reaction. Selling is a discipline but it’s also an emotional subject. And to deal with that aspect of it, you might consider working with a Sales Coach.Read More