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June 29, 2014

Hostile Question? Bite Your Tongue

You and your team are making a critical presentation to the buyers representing the company you hope to sign as your next big customer. You’ve been working on this deal for quite a while. They finally invited you to submit a written proposal–and you’ve made the cut! Now you’re in the top two or three […]

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May 19, 2014

Eight Ways to Own the Meeting

I’m writing a series of posts on “10 reasons to rehearse (and how)” focused on preparing to deliver a  group presentation for a large account sale. [Introductory post here] In my scenario, your team has been invited to present in person after the prospect has evaluated your proposal or RFP response, but it’s the same even […]

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From the blog...

How to Agree on Rules of Engagement for Better Meetings

Advice on how to structure business meetings with rules of engagement.
Clarity

Is Your Brand Promise Clear?

A few days ago we had an air conditioning company come to the house for a seasonal check-up of our system. The guy who came ...
Selling-Power-TV-Barbara-from-the-Whale-Hunters

How to Master a Sales Process for Longer Sales Cycles

Selling Power TV Gerhard Gschwandtner Filmed at Sales 2.0 Conference in San Francisco 2016

Whale Hunting Practice #8: Study Your Whales

It’s a huge differentiator and a huge advantage–a company that studies its sales targets as a routine business development practice will outperform most other companies, ...

When to Persist Even after You Hear the Word “No”

Many sales people give up on their dreams because they worry about and try to avoid that feeling of rejection that comes when a prospect ...

Onboarding Plan and Example

Onboarding Plan and Example This worksheet will help you to create a detailed plan to bring a new, large, client or customer onboard. It helps ...