Blog

B2B lead generation via email: Two thoughts and three big picture tips to get the most out of it

Email. I expect each of us has an opinion on the subject of the worth and value of email marketing, especially as it relates to B2B sales in general and complex sales in particular.  I also expect those opinions would...

Three tips to build rapport and open a meeting

Rapport is important in sales, especially face-to-face sales. It’s been said time and again sales is about people and people buy from people they like. Without picking that thought apart, I agree it’s generally true. People buy from people and...

10 tips to manage a customer crisis

I recently had an interesting conversation with a client about customer service. In particular, the discussion was about managing a customer crisis. Here are 10 tips I suggested for future reference: Stay Focused. Every problem has three issues – how...

The mistake of coaching the activity, not the game

You see this in youth sports all the time — players being coached on how to perform the activity correctly.  This is when coaches are focused on whether or not the player rounded the cone or how straight the line...

Would you bet on a duck to win a swimming contest?

I once worked for a company that had a product list the size of a small book. The products we sold were so modular you nearly required a map to navigate the configuration possibilities — the configuration guide provided sales...

Why stories sell…and a cheat sheet to help you tell them

You’ve likely heard it a thousand times. And you’ve likely shrugged more than once. Although it’s sage advice, most of us ignore it: stories sell.  It almost sounds gimmicky — kinda like an oversimplified cure-all. But it’s true: stories sell. Stories create interest, paint a...

From great to excellent

I’m not completely sure why, but human nature is to put emphasis on areas of performance requiring improvement. Things you can’t do well are worked on in an effort to make you better — better at things you aren’t good...

Getting In: Mastering the greatest sales skill of them all

Over a year ago I launched a program titled Getting In: Mastering the greatest sales skill of them all. It was delivered as a web-based membership site. The cost was $57. I’m giving it to you for FREE At the time,...

An example of B2B customer loyalty

Reference my previous post on how to earn customer loyalty, here’s a real-world example of how to do it: First the background Years ago I was part owner in a small manufacturing company — we made high-end portable floors, sold...

The Best Way To Create Customer Loyalty

If you’re in business of any sort you know the power, wealth, and tremendous value of having loyal customers. Loyal customers love to brag about their favorite shops, eateries, local hangouts, and service providers – they help your business on...