Failing forward, part 1No one wants to lose, and no one wants to talk about losing. It is like talking about death. But, failure can be an effective teacher. Many sales are losing sales—a statistical fact that is often ignored. However, this does not mean the participants are losers. Read more
Sales process for the starving masses, part 2Earlier this week, I described an exercise from Michele Rochon, a business development and marketing professional in the engineering industry designed help instill process into your selling program. This cake-baking exercise provides your sellers a real understanding of how to address customers’ needs and sell successfully. Be sure to read part 1! Read more
Sales process for the starving masses, part 1Can you use baked goods to improve your sales process? While “letting them eat cake” did not work for Marie Antoinette, it may work for you. Michele Rochon, a business development and marketing professional in the engineering industry describes a fun exercise for instilling process into your selling program. Read more
How to create stories to drive actionGreat storytellers can cut through the noise and produce tremendous value for organizations at a very low cost. Telling a solid story is just as essential as developing a great product. One of the most important roles to fill when trying to build a passionate community is that of the storyteller. Read more
Try an online white board for your next virtual meeting“Online collaboration.” Easy to say, harder to do. Yes, we have Skype and Web Conference solutions like GoToMeeting, but how do we replace the white board where so many good ideas happen? Movements like White Board Selling embrace the interaction that happens when using visuals to tell a high-impact story. Read more
Pabst Brewing tips on sellingBeer sales person? Really, companies need a sales person to sell beer? Yes, and it is a competitive business, where shelf space is at a premium. I recently got to talk to Chris Steflanci, Pabst Brewing. After years at Heinekin leading the sales charge, he has landed at what I would think of as my father’s beer. Read more
Experience can earn trust and win the saleThe age old question: Is it easier to teach someone to sell or teach someone about the product and company selling the product? I talk to a lot of heads of sales, and often I hear them opting to hire proven sales professionals with a history of exceeding quota and then teaching them the product or service. This makes sense unless your customers expect otherwise. Read more
Learn how to sell from an artist with a storyWould you take business advice from an artist dressed in jeans and a white t-shirt? You would if that artist takes found objects and turns them into large-scale, abstract paintings that sell for $200,000. Why so much? Because this is the story about the people, places and things involved in this artwork. Any sales professional could learn from Mark Bradford. Read more
Winning in nothing but underwareAnyone responsible for selling something, whether it’s a product, service or idea, has a competitive streak. The will to win drives us to rethink our strategies and try different approaches. When one method fails, we try another. It was no different for John Edgar. In 1948 he wanted to own the fastest motorcycle on earth. Read more
How to sell – identify the customer’s currencyWhile reading an article this week about the East Bay Homemade Food Swap, I was reminded how we all have our own currency. Whether certain foods or a yearning for a vacation in the mountains, when you learn someone’s personal currency, you can get the customer’s attention. Read more