When to Eliminate a Prospect

When to eliminate a prospect?Okay, you’ve done your homework upfront and have a well-defined target market (those prospects where your core competencies will resonate the loudest – click here for more information). Do you still want to eliminate prospects? Absolutely, if not eliminate them, put them into the marketing...

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Sales Compensation

Sales compensation is one of the most critical components of a strategic sales plan, but it is also one of the most overlooked. I find it amazing how many companies have single target goals (i.e. revenue only), or that there are even discussions within the sales world of abandoning...

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What is Value? Pt.2

What is value – the customer’s point of view.Last week’s blog touched on what value is from the seller’s perspective. This week is a follow up on the more complex buyer-side value. You may be wondering why buyer side value is more complex and difficult to understand. There are...

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What is Value?

Value – what does it mean?While I didn’t realize it at the time, I started practicing value-based sales long before I knew what it was. I was formally trained on value-based sales and pricing in 2008, and I have been training and coaching it ever since.When I conduct a...

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