“We’d Like to See a Demo”

Problem: Technology companies place a great deal of reliance on demos to showcase their products and services. While a demo is a great way to show off your product, often it is not being properly utilized to close business. Salespeople arrive, anxious to show how their product will improve the prospect’s situation. They demo every [&hellip

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It’s Your Choice

Problem: This was Phil’s one-year anniversary, although it was an anniversary most people would just as soon forget. Phil was a business consultant who was proud of maintaining long-term business relationships with his clients. Exactly one year ago to the day Phil had experienced the culmination of the worst month of his business career. That [&hellip

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It’s the Numbers, Baby

Problem: A few months ago, one of our clients complained that they were not achieving their quarterly sales goals. They had lots of proposals on the street, and sales forecasts seemed to be bloated with deals that showed up month after month, but never seemed to close. Analysis: In the case of this sales team, [&hellip

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Twistin’ in the Wind

Problem: 95% of salespeople are at the prospect’s mercy. That’s right, the prospect is in control because he’s got his rules, and he gets you to play by them. He’s like the all-powerful conductor of the Boston Philharmonic, and you’re playing the tune HIS way. And it’s costing you money, not to mention how it’s [&hellip

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The Bag Dive

Problem: Recently I was speaking with Fred, a salesperson who told a story that I could well relate to. He was lamenting that on his last trip to New York to meet with some prospects for the first time, the airline lost his luggage. Now we all know what a pain that can be, but [&hellip

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The Law of Detachment

Problem: Jason was extremely excited when he finally got an appointment with one of the top prospects in his territory. The first meeting went extremely well. So well, in fact, that he felt that he was a lock to get the business. He saw this prospect as his ticket to making his quota for this [&hellip

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Vito and Seymour*

Problem: Lisa, an account manager for a temporary staffing company, just wasn’t hitting her numbers. Her industry was growing rapidly, demand for her services was clearly there, and the company was a leader in their market. She made lots of calls and, for the most part, her prospects welcomed her visits. She often brought small [&hellip

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