How to Derail "Send me the presentation."
“Send me the presentation.” As a salesperson, these four words are equivalent to the kiss of death for a burgeoning business relationship. In my experience, this request is (polite) code for, “I am remotely interested, but not wowed enough to take this relationship further.” Or perhaps, “There are some good things here, so I’m going […]
4 Simple Steps to Describe Your Company and Your Client
There’s that time when I walk into a room and see smiles or concerning eyes attached to a face with attentive ears and I hear the many voices sending a low, escalating rumble throughout the room. This is networking. At my left and at my right, there’s a hand to shake, a smile to give, […]
How to Set That Meeting Sooner
Selling – it’s about the speed. Many aspects you can’t control, but the parts you can, take charge, lead the process, wait for nothing you don’t have to. I’ve witnessed many sales professionals, be it the employee or the CEO (if they are the salesforce), be passive in getting that call or meeting with the […]
Getting A Response To Your Email
Scenario: Someone gave you a good lead or you’ve developed a lead yourself over time. These leads warrant pursuit. In either case, they’re at the top of your list to contact – whether they’re a new prospect or someone in your pipeline. The secret to getting a response from someone is to not just use […]
What's Your Line? Sales Communication vs. Marketing Communication
Marketing communications seeks to persuade, provoke thought, or change someone’s stance or opinion. It has more fluff, padding, and color. Nike’s tagline “Just Do It” makes me think about discipline and implies intensity. It does not lead me to buy Nike. (I’m brand loyal to Adidas’ wide-width running shoes, but Nike’s famous words do make […]
From Short List to Top Pick
What do you do when your company is on “The Short List”? When this situation presents itself, it’s the business developer’s role to do the due diligence of follow up. The Short List is the top 2-4 choices a company has for a service provider. By the time you’ve made The Short List, the criteria […]
Why are we meeting?
Here are a few things that go through my head if I’ve agreed to a business meeting or having a conversation with you.I’m sharing my thoughts because my personality profile represents 80% of the decision makers that you sell to: 1. How long will this meeting/conversation take? 2. Don’t over inform me by explaining how […]
