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Category Archives: Executive Selling

Home > Executive Selling

Business Development Strategies

January 30, 2012 – 5:34 pm

Times are tough, customers are delaying decisions, business is very competitive, customers are more purchasing savvy than at any time and they really don’t want to be sold to by sales people.  But no-one told you that selling was easy! So what is the standard response from sales leaders (VPs/Directors/managers) to this situation?  Unfortunately it [...]

By John | Also posted in Customer Focus, Sales Management | Comments (0)

SMARTER Questions – Discussion

June 6, 2010 – 4:53 pm

A few people have asked me to say more about SMARTER questions than just the checklist of good questions that I published in the previous quote.  There is some detail already on the website under the more detailed guide, but I thought I would use this post to talk more about why SMARTER questions are so [...]

By John | Also posted in Customer Focus, Sales Guides | Tagged business drivers, business issues, questions, sales person, value proposition | Comments (0)

Going Over your Current Contact’s Head

April 22, 2010 – 5:18 pm

This is a follow up to the Blog about Why Sales People Don’t Call High and the number one reason I hear from sales people for not calling high is that they don’t want to upset their current contact. So let’s think about this. Why don’t sales people want to go over their current contact’s [...]

By John | Tagged calling high | Comments (0)

Why Sales People Don’t Call High

April 21, 2010 – 11:01 am

Many sales people seem to be happy to slug it out with purchsing on price, without ever considering the alternative – Sell! Yes, that’s right, actually pick up the phone to key decision makers and sell. To introduce this topic and debate why this happens in my workshops, I often run a team quiz based [...]

By John | Tagged calling high, team energizers | Comments (1)

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