Mission: Why do you need a Mission Statement? – Establishes the general direction the company intends to take. – Details what your company does and explains to people outside of your company why your business exists. – Your mission statement drives the company. – It is what you do/the core of the business, and from...

What to find out? First, take the Sales IQ Plus Sales Skills Assessment. Wait a minute —–What is the Sales IQ Skills Assessment?   Sales IQ Plus – A Sales Skills Test Measure all 8 primary sales competencies: Connecting / Solving / Targeting / Preparing / Assessing / Assuring / Confirming / Managing The Sales...

“I’m impressed…Great presentation….” “Wow – really liked what we saw and we will be in touch if we need to take things further….” Are the above quotes from a prospect good or bad? A continuation or and advance? In this article, we will review: What is an order? What is an advance? What is a...

In this article, we will be talking about the buying process.  Understanding where you are in the buying process is vital to sales success. As the seller, you need to be in alignment with the buyer at all times.  You cannot be behind, or worse yet, you cannot be ahead of the buyer.  Sales reps...

Are you a growth-oriented company, seeking exponential sales increases….and want to get out of the “stagnant sales rut?”  If so – How are you going to do it? What is your plan? First, questions that require answering: Can your current sales team achieve exponential sales results? Think hard…… Do they have the ability? Desire? Skill...

“An effective salesperson seeks to understand the needs, concerns and situation of the customer. An amateur sells products, the professional sells solutions. This is a common denominator principle with its greatest power in interpersonal relationships.” Steven Covey. A quote from Steven Covey author of “The 7 Habits of Highly Effective People” one of the best...

  So, in this situation, you successfully negotiated the 4 P’s of marketing to the satisfaction of the prospect.  (Or so you are thinking) The prospect likes your Product / Service –likes your Place (distribution, service levels, philosophy) likes your Promotion (Sales team, name brand, incentives, etc.) and finally likes your Pricing (terms, conditions, pricing,...

One of my take-a-ways from spending over 40 years in the business-to-business sales and marketing world is how long-term relationships benefit the seller more so than the buyer. This article is a follow up to my recent blog “68% of customers leave as a result of perceived indifference”. Real world problems require real world solutions....

“Diagnose Before You Prescribe. It can be dangerous to prescribe without an accurate diagnosis. An effective salesperson seeks to understand the needs, concerns and situation of the customer. An amateur sells product, the professional sells solutions. This is a common denominator principle with its greatest power in interpersonal relationships.” Steven Covey 7 Habits of Highly...

By Tony Picciano This is a frequently quoted statistic from CSAT (Customer Satisfaction Score) that originated from a study conducted in 2008 by John Gattorna – a visiting professor at Macquarie Graduate School of Management.  (Information sourced from CSAT website) The following figures were published on why businesses lose customers: 4% Natural attrition (e.g., moved...