This week, I finally watched the movie “The Martian,” starring Matt Damon. Damon plays Mark Watney, an astronaut trained in botany who is left for dead on Mars. Watney must stretch his food rations to keep himself alive in case […]
Sales
Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in […]
Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. “Winging it” on sales calls has grim consequences – lost sales, extended sell cycles, margin erosion and no […]
In business, there’s an expression: To have and to hold, from this day forward. … Oh, wait, that’s a marriage vow. And even then it doesn’t bind. Here in the sales-verse, people coming and going like serial monogamists can sting […]
Sales forecasting is commonplace among sales managers, despite the fact that it’s a ridiculously difficult undertaking and the further fact that forecasting accurately is nearly impossible. It’s typical to end up with forecasted numbers that miss the mark by a […]
Spring is starting to show through here in our hometown of Las Vegas. We’re in the midst of trade show season and companies from a host of different industries are visiting the city to promote their offerings and vie for […]