Dear Jim, How many follow-ups are too many follow-ups, too many? I’m under pressure to get answers from prospects before moving on, but sometimes I can feel the irritation in the responses I get. I want to follow through without making a bad impression. When do you know to stop trying? Sincerely, Am I too
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In case you haven’t noticed, a shift in the profession of selling is underway. This shift – the digital empowerment of buyers – has been rumbling for a while but, thanks to developments in artificial intelligence, it has really hit hard over the past year. To help you prepare for a selling landscape where buyers
Read More By now, you should have already completed your sales forecasting for 2024 and be well on your way to laying the groundwork for a wildly successful year. Sometimes I find, however, that many companies still struggle with gathering the pertinent information they need to accurately gauge the effectiveness of their selling and business development efforts.
Read More Happy New Year! Here’s to a healthy, prosperous and productive 2024 for you, your family and your team. If you’re reading this article, chances are you’re already a successful business owner, entrepreneur, manager or salesperson. Perhaps you’re coming off a great year and are determined to maintain that momentum. Or you’re establishing/revising your game plan
Read More As we enter the final month of the year, you may find yourself assessing what went well (or perhaps not so well) in your business over the past eleven months. You may have had a great year and decided to take your foot off the accelerator for the rest of the month or you’re engaging
Read More It’s no secret that the dynamics of professional selling are changing, and ever-evolving, particularly with the proliferation of virtual selling, LinkedIn, social media, etc. What remains, however, is that selling is still a high-rejection business. Where else can you go to work with the assurance that you’ll be turned down countless times, daily –
Read More If you’re a football fan, we sincerely hope that your favorite team – National Football League, college, high school, etc. – is off to a good start to the season. Similarly, we also hope your year-to-date sales projections, revenue goals and business plans are on track to meet, or exceed, your expectations. But, if you
Read More By now, I’m guessing that your kids are in their classrooms (“Yay!”), the older ones have returned to campus and the digits on your credit cards are ground down to the nub after the back-to-school sales. For students, it’s back to an environment of new experiences, new ideas and continuous learning, and development. But, as business
Read More In working with thousands of sales professionals in hundreds of organizations through the years, our message to each of them has been simple, “You’re a consultant, so behave like one.” That means asking the right questions—then asking more questions—until you fully understand your buyer’s needs in achieving their desired outcome. A recently published Sandler white
Read More New Year’s Day … Martin Luther King Jr. Day … Valentine’s Day … Super Bowl … President’s Day … St. Patrick’s Day … Passover … Easter … Kentucky Derby … Mother’s Day … Indy 500 … Memorial Day … Father’s Day (tick, tick, tick …). If you’re like some of us, you’re wondering where has
Read More For sellers of professional goods, and services, in today’s competitive business environment, it’s important to understand your buyer’s journey before they make a purchasing decision. We find that there are four steps that play out, predictably, regardless of industry or location. Buyers start talking, internally, about what they think they need. They share experiences about
Read More Are we in the midst of – or are about to enter – a period of economic uncertainty? Who knows? But some high-achieving salespeople don’t just survive hard times – they create new “personal best” performance levels during potential down cycles in their business. How do they do it? In a new white paper, the
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