Are You Too Special?
It’s not a good thing if you don’t have any competitors; it means you don’t have a market. What can you do about it?
Ten Ways to Lose . . . Even When You’re the Best
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures.
Nevertheless, these clients do not always win their deals—in fact, when we first meet them, they are typically losing out on many deals where they offered a superior solution.
Why is that? How can that happen? If you base your sales strategy on “we’re the best,” you’re bound to lose.
Super Leverage for Sales
So what’s the lesson? The asset is a customer walks into your office. How much more of an asset do you want? So don’t blow it by getting in the way. Leverage that asset by being a human being with them. Be present. Give them freedom. Don’t take it away.
How to Overkill Your Message
A simple sales story is more effective than an overkill message.
Price Really Doesn’t Matter
The Whale Hunters founder Barbara Weaver Smith interviews Anthony Iannarino, author of The Sales Blog, about how to avoid being commoditized.
Fatal Sales Failures: Liar, Liar!
What happens when your prospect thinks you lied about the price of your services? #FatalSalesFailures
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Fatal Sales Failures: Why Not Commoditize?
Anthony Iannarino on the topic of how to avoid commoditization.
Fatal Sales Failures: Sales and Marketing Silos
Today’s guest blogger is the inimitable Gini Dietrich, queen of Chicago, CEO of Arment Dietrich, and author of the wildly popular Spin Sucks blog. I’m a big believer in integration. Not integration from the perspective that you’re saying the same thing through every communication channel, but from a “breaking down the silos” point-of-view. You see, marketing, […]
Fatal Sales Failures: Lack of Investment in Marketing
Chad Root discusses why marketing should not be left to your sales department.
Fatal Sales Failures: Recap #1
Recap of week one of Fatal Sales Failures featuring five great sellers on their worst mistakes and how they learned to avoid them.
Fatal Sales Failures: The Biggest Goof With Hot Prospects
Occasionally my sales fantasies turn into realities. When it happens, it’s so
easy to be seduced by this low-hanging fruit. Outwardly, I try to appear calm, cool and collected – a true professional. But inside, every inch of my body wants to scream out, “Take me! Take me!”
Fatal Sales Failures: Your Opinion Doesn’t Matter
If your perspective is outbound on the customer, you need to change your viewpoint. See and understand the world from the client’s perspective, internalize what they know, observe, and live everyday and you will have potentially earned the right to express your opinion; or, offer your advice. If you have not earned the right, you are wasting everyone’s time.
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