Great Technical Skills Don’t Sell

How Technically Savvy Are You? Is This Winning You New Business? It would seem that if you really know what you’re doing technically, people will buy from you. Unfortunately that’s not true.  IBM showed us a long time ago that sales prowess outsells technical savvy every time. Look at companies like WellFleet, Sybase, and DEC. […]

The One Thing That Will Increase Sales Closing Rates

Move to the 95% Close Rate In my independent, unscientific, but somewhat accurate assessments – sales people in the high-tech industry are closing about 20% of their proposals…how frustrating.  The time from initial call to proposal could be measured in months, many trips across town – or even long distance travel. And then there’s the […]

Before You Write Your Next Proposal, Consider…

One issue that repeatedly comes up in sales coaching sessions is how to write an effective proposal.  A few comments before you write anything… … you should be clear about what a proposal is.  Marketing groups and managers have done a disservice to their sales team by creating mammoth documents, unreadable terms and conditions, and […]

Agreements are a Necessary Evil

Boundary stones have been used since the beginning of time as a way to identify property, whether private or when dealing with borders between countries and other local administrations.  Made of stone and often marked by owners, they stand as a reminder of past purchases, conquered land, and other formal agreements.  The old adage, “Remove […]