So, the IT salesperson comes to my office, wearing khakis and a yellow shortsleeve shirt and hands me his proposal for our new $52,000 client server network system to run... read more →
Do you try to sell everyone? Have you ever told a prospect "no, you're the wrong fit"? Do you chase every tradeshow lead as a real sales opportunity? Do you... read more →
The Background of Value Forward Method For fifteen years I have been writing articles for High Tech Success advising on the Value Forward Sales and Marketing techniques. As the senior... read more →
As salespeople, we have become subservient to our sales quota, prospect opportunities, prospect expectations, and the pressure to beat the competition so much that we often come across as weak-kneed... read more →
The hope of many firms is to partner their way to more revenue. Sign-up business partners, roll them into your operating model and they will become an extension of your... read more →
I had the opportunity to chat with a VP of Sales of a $100+ million company who told me that she was going to give a prospect so many features,... read more →
Selling well... is managing time well. As a salesperson, every sales step you take with a prospect either shortens your sales cycle or elongates it depending on the prospect's commitment... read more →
Loyalty - faithful to a cause, ideal, custom, institution, or product. -- Merriam-Webster Are your existing customers loyal? Will your existing customers buy from you again? Do you know the... read more →
When trying to sell prospects, we sometimes discover they do not know how to buy correctly. So your prospects' lack of buying skills can affect your sales success and the... read more →
Alexander the Great was born sometime around 355 BC in the area of Macedonia near Greece. While still in his early teens, Alexander grew to become a fearless and aggressive... read more →
