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Selling inside can be every bit as difficult as selling outside. You need to manage your internal team so that you can build a deal-winning strategy free from the constraints that might otherwise cost you your dream client Read More

In pursuing our dream clients, we sometimes hear “no” when we ask for the commitments that we need to advance the sale. Sometimes we receive a “no” by default, because we don’t ask. Take the advice here: Ask! Sometimes the answer is “yes! Read More

I had a great massage a couple weeks ago. The massage therapist, Shantel, did a great job. But in addition to a great massage, she also did something great that also applies to the art of successful selling Read More

We all waste time. Sometimes it’s un-avoidable, like cooling your heels in the customer’s lobby waiting to get escorted up to the decision-maker’s office. Sometimes it’s self-inflicted. Ever had “one more cup of coffee” in the break-room or check your stock portfolio during working hours? Sometimes whiling away a small chunk of the day can even be a good thing. If I blow a sales call, five or ten minutes of feeling sorry for myself somehow helps me get back on track Read More

A few years ago, I was talking to a sales manager. He was expressing some frustration, “I’m doing my job of selling, my customers need to start doing a better job of buying!” When you think about it, there’s actually a lot of truth to that statement — at least the “doing a better job of buying” part. Read More

Give, and you get back. If you are an expert in your field and manage to extract huge sums of money for your time, giving a percentage of that time for free will empower both you and the receiver. What comes around, goes around.. Read More

BANTER gives you a frame work for working through a sale and helping the buyer make the decision to deal with you. Today we look at the first two elements: Budget and Accountability Read More

How you handle disruptive change is informed by who you are and what meaning you attach to change. If you believe that change can means only negative consequences, it will be true for you. If you believe that change means opportunity—even when it is extremely difficult to identify the opportunity, it will bring opportunity for you Read More

The devils in your deals are ruthless. They will disrupt your deals and ruin your chances of winning given even the smallest of openings. The worst of which is the devil of believing you know something that you don’t know Read More