26 Mar

Posted at 15:35h in Articles by

Are you performing your web sales presentations as those previous to the pandemic? If so, you are not taking advantage of the technology or compensating for the disadvantages. I spoke with a salesperson recently who said she is finding it difficult to monitor buying signals now that she cannot see the attendees’ reactions and body language that she previously was able to observe....

19 Mar

Posted at 16:54h in Articles by

When I ask salespeople who their number 1 competitor the response is usually the name of another company that they often face in the marketplace. But, THEY ARE WRONG! The real competitor in most B2B sales situations today, the one you need to worry about and the toughest to beat, – is doing nothing, no change, or keeping what they have. In other words, the black hole of “status quo”, or lack of inertia to make a change. It is the easiest and least risky choice. Buyers are naturally biased in favor of the status quo. They know it, have lived...

05 Mar

Posted at 16:58h in Articles by

Maybe once you worked with the buying team for many months. You had access to the “key decision maker”. You received positive feedback about your offering being a good fit for the prospect’s needs. You mutually determined a favorable return on investment which indicates that the solution will bring clear value to them. There was no resistance to your sales price...