The Tie Down

The Tie Down

The Tie Down In one of my recent Software Sales Bootcamps, one of the participants mentioned that all the sales training he’d had up to that point conditioned him to get the potential buyer into a “yes” mode.  The theory is that if they say yes once, they will say yes again.  Getting them to agree with you on a small point, opens up the … Read more

money before technology

Money Before Technology

Money Before Technology I will argue that you should talk to a buyer about money before you talk about technical details. Believe it or not, buyers are on board with this idea. It’s salespeople who aren’t. Doing a quick analysis and getting a buyer’s input on whether it makes financial sense to move forward is a much quicker process than dealing with technology. This saves … Read more

Four Reasons to Review Sales Calls with Your Team

Four Reasons to Review Sales Calls with Your Team

Four Reasons to Review Sales Calls with Your Team Many sales calls are recorded. Few are reviewed. Sales calls should not be recorded as a means to simply check boxes. That’s pointless. Effective sales managers use call recordings like game film to help their team analyze the outcomes, and learn what is effective. Here are four reason to review sales calls with your team: #1 … Read more

USI versus Salesforce: A strategic marketing lesson

USI versus Salesforce: A Strategic Marketing Lesson

USI versus Salesforce: A Strategic Marketing Lesson I worked with the sales teams of both USI and Salesforce in their early days. One flopped and one skyrocketed. The difference is that USI tried to broadly sell software as a service to everyone. They did not focus on a single application. They did not focus on a specific market. Salesforce did what Geoffrey Moore recommended. They … Read more

Relationships Take Too Long

Relationships Take Too Long

Relationships Take Too Long “I see the value of relationships, but sometimes I think that takes too long.” This statement was made by a salesperson in a Software Sales Bootcamp, and raised a key point of how to establish rapport with a buyer. I’ve listened to thousands of hours of sales calls, and I’ve heard salespeople try to break the ice by starting out with … Read more

The Problem with Safety Nets

The Problem with Safety Nets

The Problem with Safety Nets I was watching David Rubenstein interview Noubar Afeyan, the co-founder of Moderna, when David asked Noubar why so many start-ups were founded by immigrants. Noubar replied that if you were uprooted from your home, especially forcibly as he was from his native Lebanon, you have no sense of entitlement. He said that a sense of entitlement is only possible if … Read more

12 Sales Resolutions for the New Year

12 Sales Resolutions for the New Year

12 Sales Resolutions for the New Year We all know that most resolutions fail because people often call out large goals without an understanding of what it takes to achieve them. Rather than saying that this year you want to sell more, or make money, focus on small changes that will help you achieve big results. Use this list as a suggestion to brush up … Read more

Why asking “I am curious” is disingenuous

Why asking “I am curious” is disingenuous

Why asking “I am curious” is disingenuous I’ve talked before about the need for salespeople to be curious, so it may come as a surprise when I tell you not to say you’re curious. To be curious is a mind set. To say, “By the way, I’m curious,” is another thing entirely that can feel disingenuous because the question is hiding a deeper motivation, and … Read more

4 Rules of price concessions

4 Rules of Price Concessions

4 Rules of Price Concessions When a buyer puts pressure on a seller, the seller’s natural reaction is to start offering concessions. Yet if a seller gives big discounts quickly, they degrade themselves and diminish their offering in the eyes of the buyer. Before giving any concessions, savvy sales negotiators will deploy the mobile defense plan to politely, but firmly, stand behind the price. If … Read more

One of my first negotiations

One of my First Negotiations

One of my First Negotiations I’ve said before that a master negotiator makes sure his counterpart walks away from the table feeling like a winner. All savvy buyers are players, and they love negotiating, which they treat like a game. They enjoy it, and when they play with another trained player, it’s fun for them. It may not be fun for the seller. In fact, … Read more