I consistently see companies unable to get meetings. I consistently see that relationships are the easiest way to get meetings. I consistently see sales people and business owners letting their relationships wither.
[Read more…]Sales lessons from a virus
If you didn’t believe that we humans are connected before COVID-19, you should now.
As you know, the virus has been transmitting itself exponentially through populations around the world. The only thing that has slowed its progress has been implementing some form of social distancing.
Social distancing is all about breaking the social network.
[Read more…]Do you need an Enterprise Selling Plan (ESP)?
Don’t panic. We will return to normalish, at some point.
We will start selling at some reasonable rate again, soonish.
Budgets will be back in place and buyers will need things, in a little whileish.
When all this happens, you may easily forget the lessons of this panic/pandemic.
One of these lessons I believe is that big customers are good.
[Read more…]It’s a great time to start upgrading your clients
It’s a really tough time for most companies to sell their products and services.
Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Deals are stuck in the pipeline and new opportunities are in short supply.
[Read more…]It’s a great time for ideas
Data from Bloomberg’s economists say we are in a recession.
We’re starting to get familiar with how our lives are affected by the health issues inherent in this COVID-19 crisis but the economic consequences are just kicking in.
[Read more…]It’s a great time for openers
It’s definitely not easy being in sales right now.
Deals are stalled in pipelines. People are putting off decision-making until the “end of the crisis”. Some accounts are taking it on the nose.
It’s also a very “human time”.
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