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 health systems in the country. Both individuals were super sharp, knew their stuff and were particularly innovative. I knew this having sat in on their respective presentations at a conference […]

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 the same thing. You certainly can’t keep doing the same thing over and over and expect to get better. Somehow or another, you have to do something different. You have […]

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 close. Every new variable brings with it the possibility of more potential, but also greater risk of loss or delay. Among the potential headaches you should anticipate include: New players […]

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. Continuing to push forward. In my experience, sales isn’t about goals. Sure, you likely have quotas or sales targets, and you should certainly set personal goals for yourself. But sales […]

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 does as well. Summarize them and send a follow up email. Something like this, perhaps: Jim, Good meeting. Lots of excellent discussion, and was fascinated to learn that the company […]