This morning I will be presenting to a sales team in DC on the topic of moving up (Accessing Decision Makers)…if you read the recent Harvard Business Review article I posted last week, you know that calling on influencers is largely a waste of time in the new economy of selling. Not that you want […]
Before we get to scorecards, I just posted a 60 min audio recording on how to accelerate your managed services business…check it out on the bottom of this webpage (click and scroll to the bottom) ***** The Scorecard Is your company using the outdated scorecard? A few days ago I posted a link to a […]
Over the weekend one of my long term technology selling friends sent me this article on Solution Selling, a recent article from Harvard Business Review (Click). In his email he noted, “This is exactly what we are seeing in our business – read it.” So I did. A few notes I made in the first […]
Getting a meeting with an executive is not that hard. In fact, if you’ve been in sales very long, I’m sure you have had several. It’s the second meeting that is more difficult. The executive may need time to forget how the first meeting went before granting a follow-up. Or, you may find more qualifying […]
If you sell, you should be reading Wall Street…that is, if you want to call on decision makers. This morning’s article on Cisco is important information if you resell Cisco, especially when your clients start asking, “Should we stay with Cisco?” Statements like: …shares languishing at 1998 levels …the company’s problems run much deeper than […]
My son asked me the other day, “Daddy, what happens when you run out of people to call?” What a great question for a 15 year old to be asking…this is the problem every sales person has at some point in their career. That’s what marketing is for! But how many companies really have their […]
How will you get to the right people? This is the question every sales person should be asking and it seems to be the focus of just about every sales training program or methodology. Several years ago I had been working to get a meeting with a large healthcare organization in the southeast. Our team […]
How Did we Call on 100 Prospects at One Time? With the right presentation you can sell to hundreds of people at one time. Just this morning I met with nearly a hundred CIOs and executives in Charlotte, North Carolina. Most sales calls target one company, and most lunch-and-learns can hardly be considered sales calls. […]
How do Professional Speakers Improve? Yesterday I compared professional speaking to selling…here is what the professionals focus on: o Stories. This topic deserves more later, but in short, stories are central to any great presentation. Recall your favorite conferences and I bet the speaker had great stories. And they were likely personal stories. Practice them, […]
Growing up, I thought like many young boys, that being a movie star meant they actually experienced what we see in movies. In case you still think that, it’s far from true. On my recent trip to Australia, I had another opportunity to watch a motion picture in the making. If you’ve never done this, […]
High Tech Business Growth 