Sales guru Jill Konrath has a lot to teach us about crafting a strong Value Proposition. But her key point is very simple: Your message has to make the intangible tangible. Whether you’re selling to C-level executives or small business … Continue reading →
You’ve landed your meeting with the CFO. She and her team are all assembled and ready to listen. Barely five minutes into your presentation, you see the disenchanted looks on people’s faces and realize, with that sinking feeling, that no … Continue reading →
“Everyone lies,” as TV’s master diagnostician, Dr. Gregory House, famously noted. We all do it. Often we’re just being tactful. Telling someone we’re about to walk into a meeting can be an expedient way to end a conversation. On the … Continue reading →
I saw this in a recent webinar, and it didn’t surprise me at all: 60% of sales opportunities with executives result in no change – the buyer ends up sticking with the status quo. For commercial producers this is probably … Continue reading →