Your Price Is Too High!
SALES

Your Price Is Too High!

“ My prospective customer says we were not selected because our price was too high?  What do I do?”  This is a question many companies grapple with. It’s not unusual for potential clients to give price as their reason for not buying from you. So what should you do about it? Ian Altman, a Forbes…

12 Questions You Must Answer About Your Sales Process!
SALES

12 Questions You Must Answer About Your Sales Process!

If you surveyed companies today and asked them if they follow an established and formal sales process, what do you think their answer would be? Those who can answer yes are well in the minority. The Objective Management Group (OMG), a sales development company, compiled statistics that show 91% of the more than 500,000 salespeople…

What is Sales 2.0? (Or Possibly 3.0?)
SALES

What is Sales 2.0? (Or Possibly 3.0?)

I have decided to update/repost my blog on Sales 2.0.  Are most businesses engaging with Sales 2.0?  The answer is yes to some degree.  AND, I think further clarity on this topic is needed.  It is not so much the quantity, BUT quality of embracing Sales 2.0 which is the focus as we are moving…

The Case of the Disappearing Sales Process!!
MARKETING | SALES

The Case of the Disappearing Sales Process!!

A major growth challenge for many companies today is the profound transformation in customer behavior. Today’s buyers are enabled by the Internet, empowered by the enormous choice in every market, and possess the ability to compare real-time competitive prices. They have, in essence, taken control of the purchase process. Research from Google and the Corporate…

It’s NOT over!  There’s still time to ignite business this year!
SALES

It’s NOT over! There’s still time to ignite business this year!

It’s November and the fourth quarter of business for many companies. It’s crunch time for achieving your sales goals. And for sales professionals there are only two outcomes. Will you finish in the red, or in the black? You may find yourself pushing to attain your revenue goal but unclear what you can do to speed…

Can You Answer These 12 Questions About Your Sales Process?
CASH FLOW | SALES

Can You Answer These 12 Questions About Your Sales Process?

If you surveyed companies today and asked them if they follow an established and formal sales process, what do you think their answer would be? Those who can answer yes are well in the minority. The Objective Management Group (OMG), a sales development company, compiled statistics that show 91% of the more than 500,000 salespeople…