Apr 29, 2021
One of the challenges for a B2B salesperson is staying in front of the customer who buys occasionally. In this excerpt from How to Sell Anything to Anyone Anytime, I share two specific techniques to keep yo at the top of your customers’ mind.
Apr 22, 2021
The most powerful sales call you can make is the one that goes on after the sale.
In this podcast, we'll cover how to use your customer's satisfaction with their purchase as a way to create future opportunities for yourself and your company. We'll also discuss how to turn an unsatisfied customer into a satisfied one. ...
Apr 15, 2021
Filling the top of the sales funnel with likely suspects is a problem for every sales organization. Sometimes, it takes a bit of creativity as well as common sense. Here are eight ways to identify new suspects.
Apr 8, 2021
"My customers don't have as much time to spend with me as they used to." That's a comment I'm hearing more frequently in my sales seminars. It's a growing phenomenon. Your customers used to be able to spend more time with you. But lately, it seems as though they are on tighter schedules and are harder to see. You...
Apr 1, 2021
What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match? Have you been betrayed, or is there some other explanation? In any case, what do you do?
Check out the XI...