Go to your next Sales Meeting Naked

I went on a sales call a couple of weeks ago where the rep arrived and spread out about 15 products all across the prospect’s desk. Then she just started talking (and talking) about the products. All the poor prospect could say was “ah ha”…”ah ha” as the sales person kept talking and talking about [...]

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The What

What are you going to say when you are prospecting? The first part to figuring out “what are you going to say?” is figuring out “what you do”. Sounds easy right? Well not quite. Let’s add some constraints: 1. Answer the question “what do you do?” in seven words or less (well maybe you can [...]

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What and Who

The Sales 2.0 process puts the emphasis on the front end of the sales process not the back end. The focus is on getting high quality leads that will close not on closing techniques supposed to turn poor prospects into clients (this does not work anyway!) So let’s start with the really important stuff: preparation [...]

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The Sales 2.0 Process

A key difference between Sales 2.0 and Sales 1.0 (aka “old school selling”) is where sales people should spend their time and energy in the sales process. The graph opposite illustrates this point (click to enlarge). The graph shows the time and energy sales people need to put into the sales process graphed against the [...]

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Flip Your Focus

What can I do differently this year to bring my sales to the next level?One pattern I’ve noticed from interacting with business and sales people over my last 15 years in sales is that they tend to be better at the end of the sales cycle than at the beginning. Most of the people I [...]

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Where do You Draw the Line?

Where do you draw the line – when prospecting? Let’s face it not all the products we sell revolutionize the world. As a sales person you need to create some interest on a cold call to start the conversation with a prospect. So if the product does not do it you “jazz up” your script [...]

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Cold Calling is Dead…Prospecting Isn’t

The sales profession has a problem with words. We use words too loosely – without agreed upon definitions. “Cold calling” is one of the classics. Does it work or not? Well the first problem is that one man’s “cold calling” in not another man’s. Some people define “cold calling” as any time you pick up [...]

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Have You Earned the Right to Get In?

Do you really want to get that meeting? For most companies the biggest bottleneck in the sales process these days is getting into that executive meeting. But how often do we really earn the right to get that meeting? As a sales person in a “Sales 2.0 world” there are many, many tools and techniques [...]

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Your Prospect List is Like Love

We still don’t spend enough time on figuring out who to call.I’ve been talking to a few business owners this week about how to develop their business. We’ve talked extensively about prospecting and it keeps striking me that the #1 ingredient to successful prospecting for them is going to be the quality of their prospect [...]

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Don’t be a Sales Person

A couple of great posts by the usual suspects (for great posts on sales subjects), Jill Konrath and Jim Logan, reminded me that sales people should not think like sales people. We’ve all heard the terms “consultative selling” and “solution selling” but we often forget to practice what we believe.  Both these philosophies implore us [...]

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