by Bill Poole | Jun 25, 2018 | Sales
Today as the Arkansas Razorbacks get ready to play in the College World Series there is one thing I know for sure: the more at bats they get, the higher chance they will get on base and score runs.
Whether you are a business owner, sales manager, or sales rep, you need to be involved in as many deals as possible if you want to hit your goals. In sales, you want to make the short list of vendors under consideration. If you make that list, at least you have an “at bat.”
Here’s the challenge: the way buyers make their short list of potential vendors has changed. If you don’t recognize this, you will miss out on many opportunities for net-new businesses.
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by Bill Poole | Jun 7, 2018 | Sales
What do you sell?
Every business owner, sales rep, and marketing professional needs to ask this question on a regular basis.
The answer to this question is typically different than the actual products, services, or solutions you sell. Essentially, you don’t sell a product, you sell results.
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by Bill Poole | Mar 29, 2018 | Sales
Do you want net-new business? Your buyers must see you and your company as credible.
When asked what behaviors a seller could exhibit that would increase the likelihood of meeting or buying, more than 1/3 of the responses were related to credibility as presented in the book, Stop Selling and Start Leading.
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by Bill Poole | May 13, 2017 | Sales
On my way to and from the airport to speak to a group of CDA service managers in Austin, TX, I was forced to take a regular taxi since Uber and Lyft are not allowed in Austin for some reason. After several years of not having to endure taxis, I began to see the taxi cab experience from a new perspective. I now have an even deeper appreciation for what makes Uber special.
Many industries have been built on excellent service. Looking to companies like Uber and adopting what they do right can give us ideas of how to sustain that competitive advantage. (more…)
by Bill Poole | Dec 17, 2015 | Sales
Originally published by Darrell Amy on LinkedIn Pulse.
Since the dawn of time sales people have possessed one critical skill: they are able to drive conversations. As we step into the bold new world of social selling, nothing changes. Until you start a conversation with someone, nothing happens.
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by Bill Poole | Nov 9, 2015 | Sales
Originally published by Darrell Amy on LinkedIn Pulse.
As I talk to businesses around the world I keep hearing frustration that there isn’t more customer loyalty. While our equipment and solutions get more sophisticated, the actual purchase gets more commoditized. There’s too much “me too” and not enough value driving gross profit. This leads to “buying-the-business” deals, frustrated sales reps, and businesses with thin profits. In all of this, the client misses the opportunity to maximize their return on their technology investment.
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