Why Account Penetration Should be Mandatory
We got some good feedback last week in our discussion about account penetration. In it, I provided a simple framework for using referrals to spread yourself throughout a large organization
Category
Strategy
The Problem with Under-Promise/Over-Deliver
Everyone knows that if you over-promise and under-deliver, it kills your credibility with clients. But what about the reverse? What if you under-promise and over-deliver -- giving them more than
Shutdown: Non-Essential Personnel in Your Business
Are there any non-essential personnel working in your business? Think about that question. And if you have non-essential personnel, why are they still there? Welcome to this Special Government Shut-Down Issue. Today,
Learning from Price-Cutters and Low-Ball Competitors
There are few things more annoying than losing business to low-ballers and price-cutters. But when it happens, let's make sure we don't learn the wrong lesson! Losing an order to a
3 Personality Types that Make Selling a Nightmare
As you approach each new selling opportunity, you want to be focused and aware -- that includes keeping on the lookout for the tell-tale signs which indicate your prospect might
Giving Clients What They Want
It's time to start sharpening our focus in terms of our client's own biggest, most serious desires, and giving clients what they want. Here are a few of the takeaway
Creating the Ideal Sales Day
What does your ideal sales day look like? What time does it start? What do you do first? Who do you talk to? How many people are you reaching? How
Afraid of Being a Pest in Sales?
Many people in sales are afraid of being a pest. Some aren’t sure how aggressive or persistent to be when following up with a client. "I don’t want to be
Present Only to Clients’ Hot Buttons
Don’t recommend any promotional product solution to a prospect or client, without first identifying the hot buttons that are most important to them… It's critical to sales. In relationship selling, it’s