Paint the Picture
Assumptions can be a dangerous thing. I was in a preparing for a follow up sales call with marketing people at one of the premier
This is a Test
Here’s a question. How does one get better? How does one improve at something? (Okay, that’s two questions.) Here’s how you don’t improve. Keep doing
VC Pitches and Customer Presentations
Let’s clear something up. There are pitches to VC investors and then there are sales presentations to potential customers. Do not be confused. They are
Sales Fundamentals: Triangulation
As any given sales opportunity gets bigger, more strategic or expands across multiple divisions, it inevitably becomes more complicated to manage and more difficult to
Simple Steps to Better Sales Calls: Maintain the Momentum
Maintain the Momentum Now all you need to do is keep moving forward. Success in sales, like in most things, is largely defined by momentum.
Simple Steps to Better Sales Calls: Follow up Immediately
Follow up Immediately Your sales call or meeting is now over. You’ve got things to do, and chances are your customer
Simple Steps To Better Sales Calls: Give Time Back
Give Time Back This one is easy. Or it should be. Take only the time that you need. And give the rest back. Do you
Simple Steps to Better Sales Calls: Don’t Rely On Your Demo
Don’t rely on your demo. Let’s start by defining exactly what a ‘demo’ is. It is an orchestrated, practiced demonstration or walk-through of the product
Simple Steps to Better Sales Calls: Relax. It’s Just A Sales Call
Just relax. Ooooommmmmm… Easier said than done, perhaps. Nerves will do what nerves do. But you can assert some control over this with the right