Move The Sales Needle Podcast

Effective Sales Management and Coaching Improving and encouraging requires some specific sales and communications skills. A great sales manager is able to demonstrate effective performance rather than speak in generalities. In this podcast, Tim and Steven talk about ways that … Continue reading →

Making the Best of Your Year End If you have had a good year and hit your targets, it’s time to connect with your marketing counterpart. Revenue Marketing: Tell your marketing team what’s going to align with their program for … Continue reading →

Closing Along Above the Line Realignment to business and personal value is an essential component of closing executives. Tim provides an example of an authoritative close – that did not turn out well. From that experience, Tim learned how to sell above … Continue reading →

Putting Your Customer into Mild State of Discomfort Your choice of Hard and Soft closes depend upon where the prospect is above or below the power line. Using the wrong form of close will not give you results either above … Continue reading →

Are You Closing Power ? Your close will vary, depending upon the relationship with the power line. At least two buying signals must be present before your close. First, they are expanding the buying audience, and begin to use your … Continue reading →

Why Do People Buy ? The sale includes both personal and business value. Critical Business Issues (CBI) are why you are playing the game. But, do you really know what the business value is that your solution addresses ? It … Continue reading →

A Strong Plan for Engaging Effectively with Purchasing After there is an understanding of the current situation and future state – plus agreement from the prospect to buy – there is a process . Don’t take it for granted. There … Continue reading →

Testing Power at All Stages Those who have power are hard to connect with. They are very busy and unless they are highly organized are difficult to get to meetings. They make decisions quickly and firmly – but if they … Continue reading →

Solutions are Not Products How do you present options to clients ? Before your get to that step, you have to get the basic product sold. You need to be able to tell your prospect how clients have been able to solve … Continue reading →

DIscovery – the Key to Making More Money You have been trained to go for pain – but if you think that you can find bigger opportunities because people are in pain you may want to think about reasons why … Continue reading →

Using Linked-In to Determine Relationship Power BEFORE the meeting LInked In is a powerful tool to determine a lot about your prospect. The first indicator is the number of connections: A shallow LinkedIn Profile with 18 connections could telegraph information … Continue reading →

What Motivates your Clients ? There’s an underlying motive that your prospects have – and it is your job to uncover the motivation that they have for taking a meeting. What is the meeting driver ? Why do they choose … Continue reading →

If you have an executive from your company to join you on a sales call, you need to brief your execs, and give them a one or two page summary before you start towards the account. Make sure that you … Continue reading →

Google Fu Part 2 Email intelligence: Finding the email convention of the target company is a straight forward search string, but seldom used to full advantage. Almost all large companies have an official template for email accounts such as firstname dot … Continue reading →

Don’t Hunt Elephants when you only have time for hunting Small Game. Pipeline management: As the fiscal year begins to close, top performing sales people and managing their work in a way that ensures they have extracted every bit of … Continue reading →