Rule #4 – It’s All About Your Customer
(from 42 Rules to Increase Sales Effectiveness) So if it’s not about you the salesperson, and it’s not about your products, then what is it all about? Well, who’s left? It’s all about your customer. In...
View ArticleRule #12 – Be a Superstar
We all like winners and can appreciate superstars when we see them. We admire the superstar athlete who is talented beyond question and helps his team win games. But we’ve seen superstars come in a...
View ArticleRule #20 – Develop a Territory Attack
The worldwide #1 sales rep sat in his office in early January and wondered how he was ever going to repeat his record breaking $1.1M sales result from the previous year. And what do they typically do...
View ArticleRule #39 – Use a Customer Decision Plan
There were five vendors competing for the business of a billion dollar organization. The solutions were similar but one vendor stuck out like a sore thumb and won the business. The sales rep was able...
View ArticleRule #35 – Develop an Executive Whiteboard
The sales rep was in the customer’s office for their first meeting. The rep had skillfully probed and qualified the account with questions that gathered quite a bit of data and useful information about...
View ArticleRule #29 – Get Them to Call Back
Effective salespeople get people to communicate with them. It’s not always easy. You leave a message, send an email, then wait for something, anything that lets you know they know you’re there. But...
View ArticleRule #5 – It’s Also All About Revenue
Taking care of customers goes hand in hand with sales revenue production. And yes, it’s also all about revenue. The best way to keep your job as a salesperson or sales manager is to keep hitting the...
View ArticleRule #42 – You’ve Got the Template
There is less than five minutes left in the 4th quarter of a high school championship football game. The score is tied 7-7. The All-American tailback catches the punt at the 50-yard line and returns...
View ArticleRule #32 – Become a Probe Master
The biggest mistake that sales reps make in sales meetings is mismanaging the discussion flow and failing to appropriately extract enough valuable information from the customer. This is easier said...
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Rule #33 – Qualify, Qualify, Qualify
In addition to good probing skills during the early stages of the sales cycle, qualification skills are fundamental to effective selling. Many a deal has moved down the sales cycle commanding people...
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