Social Selling, Millennials and What You Need to Know from Sales 2.0

Sales 2.0 was, as always, a great experience. Being in a room full of sales leaders is energizing, to say the least. I just can’t help but feel inspired. The spark that Alice added as MC ignited the networking and took it to the next level. We made valuable connections there and know that those of you who attended did too. We covered a lot of territory in 2 days including Big Data, Millennials (selling to, buying from and hiring) and...

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Getting Ready for Sales 2.0 in Philidelphia

I am counting the days until Sales 2.0 in Philidelphia on March 16th. Sales 2.0 in Las Vegas was a great opportunity to hear about the latest and greatest in sales enablement. Next week at Sales.20 in Philadelphia, the theme seems to be Surviving and Thriving in the Ever-Changing Sales Environment. What a great opportunity to be looking at changes that will enable us to keep pace with an increasingly savvy and demanding customer. It will be a valuable dialogue...

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Successful Sales Enablement – Why Your Sales Team Loves You

The proliferation of sale enablement tools is astounding. It’s no wonder everyone is trying to define Sales Enablement. What if we made the definition really simple? Sales Enablement is anything that frees your sales people to sell. The next question to be answered is “What is selling?” The answer to the question “What is selling?” might be, “Any interaction with a client that moves the sale forward.” Can you remove those activities that don’t meet that description out of the...

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Using Data to Refine your Ideal Customer Profile

When was the last time you reviewed your Ideal Customer Profile? Even if you have never officially created one, you probably have one in your head. You have some criteria you use: a certain size company, in a certain industry, with a specific division of a certain size, in a certain geography. If you have never formally gone through the process, it is worth some time. The better you understand the criteria that make a sale more likely, the better...

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The Best Sales Hacks Happen at the Beginning of the Sale

Don’t you hate when you get to the end of the sale, you are ready to close and suddenly, the whole process slows down? Slowing down is the last thing you want when you are trying to close deals to meet quota. Remember that old adage “You need to slow down to go faster?” It applies here. If we slow down at the beginning of the sales process, and cover all the bases, the end of the sale should go...

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4 Sales Hacks to Avoid Surprises at the Close

No one wants a surprise just when you think the sale is going to close. Here are four hacks to prevent surprises. 1. Find out who needs to sign off Even a CEO might need approval from the board. Never assume the person you are talking to has the final say.  They may say it’s their decision, and essentially it is, except for the person who ultimately has to approve the purchase. Make sure you know who that is and what objections they might...

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9 Upsell Hacks for Your Sales Tool Kit

I don’t know about you, but I would rather sell to a happy customer than sell to a cold lead. I know that if my timing is right and my story fits with my customer’s goals, my chance of winning the sale is substantially higher than with someone I just met. So why do some sales people avoid the upsell?  We have excuses: •   Don’t want to ask too much of a happy customer •   Afraid of rejection •   Worried...

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31 Oct 2014

Farewell Kona

Aloha Friends, Aloha and farewell. Kona has been a wonderful home for the last 12 years; a gift few have the privilege to experience. I count myself among the fortunate few who have lived in Paradise. I also count myself fortunate to call so many of you friends. The time has come to make some changes in my life. My daughter is 19 and in college, and I would like to pursue some career opportunities that are not available to...

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Branding Doesn’t Start with a Logo

When I talk to entrepreneurs about branding I am continually baffled. Their process typically starts with a visit to a graphic artist to create a logo and some business card. They create a logo that represents the personality of the business owner. From there, logos, packaging and everything else stems from the logo. I guess it seems logical to most, but to me it is backward. The logo should come as a result of a carefully crafted market strategy based...

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What if They Don’t Come?
19 Aug 2014

What if They Don’t Come?

Remember that famous line from Field of Dreams? “If you build it, they will come”? What if you build it, and they don’t come? It happens. I have spoken with two business owners who recently spent a lot of money building a product, but didn’t research their market.  Both found out there were insurance and other issues that interfered with the way they planned to market their product. I won’t get into the details, but the point is this: if...

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