Alas, The Gatekeeper – Your Link To The C-Level
Just about every sales training program focuses on marketing to C-levels, VPs, Directors, Managers and other influencers. Grabbing their attention. Informing them. Conversing with them. Securing their open-mindedness to learn more. Eventually hopefully to commit and...
How-To: Bonus-Driven Selling to Executive Influencers
When you pick up the phone and call executives or influencers, you are NOT targeting actual individuals to impart your message. But in fact, you are targeting the salesplan and incentive program they are operating under. Often what you feel is the logical approach...
Positive Selling Notes: Starting The New Year Right
After selling for over 50 years in the technology sector, I have found that certain rituals at the beginning of the year can make all the difference between making quota and achieving bonuses. When you are working on your prospecting, some of these selling techniques...
The New Math of Prospecting: 1 = 3
One of my favorite topics of discussion is prospecting. I am fascinated when a salesrep will tell me they have a great offering and they know exactly whom to call and what to say. Their enthusiasm is a major plus and confidence is essential, but their focus is just...
