by Bob Nicols | Jun 6, 2013 | Customer Experience
Have you ever found yourself in a meeting at the company where you work that had no set objective or agenda? You know the meetings I’m talking about. Yep, THOSE meetings. We ALL know they happen way too often. How do those meetings go? How do you feel when you...
by Bob Nicols | Mar 14, 2013 | Sales Process, Sales Tips, Selling Skills
If you want to talk to the CEO, you better have something important to say. It happened again this morning. It happens all too frequently, and it has got to change. Like many businesses, well-intentioned sales people trying to secure time on my calendar contact our...
by Mike Bybee | Jan 28, 2013 | CRM Systems, Sales Prospecting, Sales Transformation
A VP of Sales I know, Alan, called me a few months ago with a problem. His company had made several acquisitions that had brought new products into the product portfolio. These new products were quite different from those that Alan’s sales people had been...
by Ray Bonis | Aug 17, 2012 | Buyer Behavior, Handling Buyer Objections, Sales Prospecting, Sales Tips
Sales prospecting can be tough and very frustrating, if you don’t understand how to work with gatekeepers. I’ve often asked myself, “Why are gatekeepers so darn evil?” Well, the answer is they’re not, but I’ll get to that later....
by Bob Nicols | Jul 17, 2012 | Qualifying Opportunities, Sales Prospecting, Sales Transformation
I’d like you to think about your customers and prospects for a moment- more specifically, about how they spend their time when going through the decision cycle for the solutions you offer. How much time, as a percentage of the total time they have, do you think...
