When was the last time you audited your sales process? Have you EVER done so? I had an interesting experience this week … A client I’ve been working with was thinking about where they would use the…
How did you sell in 2010? What technology were you using? What was your messaging like? How did you stand out in the market place? Let’s create context … In 2010 the iPhone was 3 years old and…
There are two major innovations in business that can profoundly change the trajectory of your business … You can innovate your product or service to a level that naturally and obviously positions it well above all other options available…
Everyone talks about sales conversion as if it is a well understood part of selling … But is it really that well understood? Conversion is a three-way dynamic – 3X conversion. Look at the model … …
Do you have the vocabulary to be a true thought leader? Do others engage, listen and share your ideas around? In short, do others buy your ideas? Check out the model below … Whether you rely…
People always ask me why visual models work so well in the sales process. Great models melt resistance away and convert the sale … at speed! But why do they work so well? Let’s think about what…
In relationships, power is not distributed equally. There is almost always someone who has more power than the other person. Primitive, survival-based instincts make us all want to grab power and use it to our own advantage –…
The high-pressure, gift-of-the-gab sales tactics of the past have taught customers to mistrust when they are buying a high-price, complex product or service. The challenge is to overcome this mistrust in order to get to the deeply profound value…
They say sex sells and, for many products and services, they’re right! But does it sell for thought leaders or the sale of a wisdom product or service? Sexy absolutely sells … but how well does it sell? …