As sales trainers, it seems like we’re always out there to “help improve skills.” Yet, after my conversation with Ralph Reiff, who oversees the St. Vincent Sports Performance Center in Indianapolis, he reminded me of something we often forget about in sales training. When Ralph looks at an athlete to decide what kind of training […]
Think about the value you bring personally to the table through your experiences, your insight, your perspective, your collective knowledge of others in your organization that have expertise.
How many times can we talk about the difference between sales strategy and sales tactics? Apparently, not too often because here I am talking about it again… Your sales strategy should be really, really simple…the simpler it is to understand, the more likely your sales team will understand and execute against it. Are you ready? […]
Forgive me for indulging you in the conversation of basketball. But I think if you’ll read this closely, there may be a message for you. Butler University is in the Final Four of the NCAA basketball tourney. And the beauty is they are also the host team (it’s played this year in Butler’s hometown of […]
Just completed training for a company where most of their customers see them as 3’s rather than 10’s. Allow me to explain. In the graphic, you’ll see two boxes…a 3 box and a 10 box on the outside. This is an illustration I drew today in a training for a company who often gets defaulted […]
My wife really needs a new car. She just went back to work full time for her (telecom) company and she needs a new ride. Since I have a BMW, I suggested she go and drive the X3 (small SUV). We walked into the BMW dealership and asked if we could test drive one. We […]
Had a frantic call from a client who had proposed a solution to one of her prospects. Earlier this week, she got an email from the prospect who “sounded like he was having second thoughts about the deal” she had proposed. Luckily, she called me before she called him. What I found was someone who […]
You’ve heard me say before that I hate the term ‘value propositions.’ I just got back from therapy with my advisor where I found out why I despise the term….and on my desk is the latest Harvard Business Review. You guessed it–a long article on Customer Value Propositions. You can find it here, although it […]
by Bill Caskey On any given day, there are tens of thousands of sales organizations who sit around in their strategy rooms talking about how to target the next account, how to make a conquest list, how to “get the deal off of the street.” But I often wonder what those conversations sound like in […]