Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck

Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck A buyer needs to understand your offering, so you should walk them through the Corporate Pitch deck in your first meeting, right? Here are seven observations from call recordings that compare these two approaches: Discovery calls that employ a Corporate Pitch Deck Discovery calls that use my Diagnostic Deck Since you may suspect that … Read more

2 Rules for Selling to a Committee

2 Rules for Selling to a Committee

2 Rules for Selling to a Committee More often than not, large deals mean that you have to sell to a committee, rather than an individual buyer. In these situations, many salespeople fall back to using the corporate deck to present to the group. This is a mistake. Though the corporate pitch deck is designed to cover all bases, it does not account for the … Read more

No is not a loss

No is not a loss

No is Not a Loss Sales environments that suggest every opportunity is “won” or “lost” do not recognize that NO is a good outcome. A consultative seller creates value by helping the buyer understand what merits action, and what does not. It is equally beneficial to agree to disengage, as it saves time for both parties, and avoids zombie deals. It’s also important to recognize … Read more

Don’t Believe Your Own Marketing (Too Much)

Don’t Believe Your Own Marketing (Too Much)

Don’t Believe Your Own Marketing (Too Much) Sophisticated product marketing teams provide personas and typical pain points as a starting point for sales conversations. They also love to arm sales teams with case studies. On call recordings, I hear salespeople telling customers about the typical pain points and referencing the case studies. As counter-culture as this may sound, the customer’s reaction is typically, “That’s not … Read more

Never Get Ahead of the Buyer

Never Get Ahead of the Buyer

Never Get Ahead of the Buyer After reviewing an MRI, I had a doctor tell me, “This surgery is inevitable. You are going to want to do this.” His knowledge convinced him of the need, but he was ahead of me emotionally. He was convinced before I was convinced. Another doctor, looking at the same MRI, took the time to show me the image and … Read more

Sales tools and tips to use at each point in the Buyer’s Journey.

Sales Tools and Tips to Use at Each Point in the Buyer’s Journey

Sales Tools and Tips to Use at Each Point in the Buyer’s Journey Sales Tips to Facilitate the Shift from Latent to Active Need 15 Lead Generation Techniques Self Depreciation Over Social Rapport What to Say if a Sales Call is Not Going Well The Value of Training – The Value of Training Salespeople | Creating useful sales habits Style Matters in Sales This is … Read more

The Buyer’s Journey

The Buyer’s Journey

The Buyer’s Journey The image below depicts the five phases a buyer moves through to recognize a need, assess alternatives, make a purchase, and promote that solution. Buyers move through these stages with no assistance. Moving through the phases is like an element moving through changes of state, from gas, to liquid, to solid. It is primarily an emotional journey. The changes of state are … Read more

Preparing To Be a Player

Preparing To Be a Player

Preparing To Be a Player As a rule, success depends on practice; hours and hours and hours of practice. It’s true in sports. It’s true in music. It’s true in entertainment. Most professionals wisely eschew seat-of-the-pants performances. In the sales profession, we often enter into a negotiation with little to no preparation. As a result we rely heavily on instinct. Instinct tends to drive us … Read more

Do salespeople have to “give” to “get”?

Do salespeople have to “give” to “get”?

Do salespeople have to “give” to “get”? 95% of salespeople and sales managers believe salespeople have to “give to get.” A review of recorded buyer/seller interactions debunks this sales myth.  Why do we feel the need to “give to get?” This widely held belief is based on the idea of “qualifying” the buyer. Qualifying is extracting information for the seller’s purposes. There’s a need for … 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