Keynote topics for 2019

“When the stars are aligned and nothing happens”  We’ve all been here, we think the deal is in the bag. Then, at the last minute they tell you “We’re just not ready to move forward.” This talk explores why selling against the status quo is so hard. Using content from...

Three reasons why “Tell me about your business?” may be the worst sales question ever.

For years, “tell me about your business” was a standard question for B2B sales people. Unfortunately, that time-worn and trite question is no longer viable. Here’s why: 1.      Personalization – Understand that B2B buyers are consumers too. When they go to, say, Amazon.com what do they find? Amazon knows a lot about them. They know their purchase history, what they like […]

For years, “tell me about your business” was a standard question for B2B sales people. Unfortunately, that time-worn and trite question is no longer viable. Here’s why: 1.      Personalization – Understand that B2B buyers are consumers too. When they go to, say,...

Obsessing over activities? Darned right!

Recently, I read a blog where the writer talked about sales leaders who obsess over activities over results. He was lamenting the fact that measuring activity has become quite common and he thought it was wrong. This got me thinking as I agree with him and disagree with him. Sales leaders have to own their sales number. There […]

Recently, I read a blog where the writer talked about sales leaders who obsess over activities over results. He was lamenting the fact that measuring activity has become quite common and he thought it was wrong. This got me thinking as I agree with him and disagree...
Hey, sales VPs, can your people answer these three basic questions?

Hey, sales VPs, can your people answer these three basic questions?

Hey, sales VPs, can your people answer these three basic questions? “I never plan, that way failure comes as a complete surprise and I haven’t spent countless hours worrying.”  I’m not sure if anyone actually said those words, but I certainly have heard that sentiment before. Once on a “ride-along” with a prospective client’s sales […]

Hey, sales VPs, can your people answer these three basic questions? “I never plan, that way failure comes as a complete surprise and I haven’t spent countless hours worrying.”  I’m not sure if anyone actually said those words, but I certainly...

Ghostbusters – great salespeople?

http://www.bettersellsolutions.com/wp-content/uploads/Ghostbusters_Snippet%20Edited.mp4 One of my favorite movies and one that really shows the value of Win/Results.  Can you name the Economic Buyer, the various Technical Buyers and their degree of influence, can you infer ratings and buying modes?  If so, leave a response here.

http://www.bettersellsolutions.com/wp-content/uploads/Ghostbusters_Snippet%20Edited.mp4 One of my favorite movies and one that really shows the value of Win/Results.  Can you name the Economic Buyer, the various Technical Buyers and their degree of influence, can you...