Strategy

One of the topics being discussed in my Understanding the Sales Force Blog this week was how often the reason for the prospect’s inability to make a decision is because of the solution we presented.

We focus a lot of

This past week I experienced two examples of practice that, if applied to selling, would dramatically alter your results for the better.

At the Dave Pelz Short Game Golf School, I had the opportunity to learn a number of

There are many approaches to selling larger accounts and in this week’s Baseline Selling Tip you’ll get mine.

In addition to the standard Baseline Selling requirements, there are four keys to success in selling to medium and large companies and

Like most young children, when our son was eighteen months old he began having temper tantrums, peaking when he was three and thankfully, now that he is six, he stages them far less frequently. He is very stubborn and once

A reader asked how much time should be spent on each base path in Baseline Selling.  That certainly differs by industry, salesperson and prospect but I can provide you with a few guidelines.

The call to get to 1st Base

It’s the beginning of the week and as you review your calendar for the next five days you have a wide variety of events scheduled.  You have some leads to follow up, some important calls to move existing opportunities along

How can you sell more effectively in this economy? You’ll need to perform some self-diagnostics. If you use Sales Force Automation of some kind, perhaps a report like the one in figure 1.0 below is available to you.

Figure 1.0

It’s the first week of January and you have goals, a plan, some anxiety over the economy and good intentions. As you go about your work this week, what will you do that will not only make 2009 better than

If you sell, then you encounter obstacles every step of the way.  There are the prospects you can’t get through to, the same ones who don’t return your calls, and those who offer so much resistance that the obstacle appears

Sales Calls are Like the 1978 AL Playoff Game

Last week I read a book about the one game playoff at the end of the 1978 baseball season between the Boston Red Sox and the New York Yankees.  I watched