Tag Archives: the sales process

The Marketing Sales Connection

The Marketing Sales (Dis)connection

I am constantly amazed by the huge disconnect which exists between marketing and sales in many organizations. For some, it’s a lack of communication or coordination.  For others, it’s a source of mild tension. Still others are downright hostile to one other — i.e. marketing doesn’t respect sales and/or vice versa. How can this happen?…

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The Economy

Don’t Blame the Economy, Fix the Sales Process

When sales are lagging, many salespeople blame the economy. “People aren’t buying.” “The economy is soft.” “My clients aren’t spending money.” While it would be ridiculous to suggest that the economy doesn’t impact sales, it is equally ridiculous to blame the economy. Why? Because blaming the economy (or any factor outside your own control,) disempowers…

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Your Universe of Leads

Expanding Your Universe of Leads

Yes, the image above is a galaxy, not the universe. You need to mentally zoom way out to see the universe and zoom way in to see individual stars, planets, satellites, continents and people. In yesterday’s post, we discussed the fact that despite much advice to the contrary, you can’t build rapport, uncover need, determine…

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Where do you go to get customers?

Where Do You Go to Get Customers?

As I mentioned in a previous post, I’ve sold a lot of products, read a lot of books, listened to a lot of audios, watched a lot of videos and attended (and conducted!) a lot of sales training presentations over the years. One thing I’ve noticed is that many approaches tend to start in the…

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