One of the most frequent questions I hear is how to decide if a business opportunity is real or not. When I cover this, I give the audience several helpful questions they can ask to determine if this opportunity is one they should pursue. After all, fact-finding during the discovery phase is a critical element of…
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Over the last year, our lives have changed in ways we couldn’t have imagined. The Coronavirus Pandemic has affected us in nearly every aspect of our lives -including our businesses and the way we sell products and services. Networking events, conferences, in-person meetings, and other ways of attracting customers aren’t available anymore. This means that some…
Read MoreOne of the things a lot of businesses struggle with is creating pricing that is both fair and attractive. This is particularly difficult when a business sells services – those intangible things. There are three main pricing models: Fixed-Fee Contracts, Time and Materials, and Time and Materials, Not to Exceed. Today I’ll talk about some…
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A question I get asked frequently is, “How do I manage and mentor my remote sales team?” First, recognize that managing your sales force is like managing any other adult. As someone with two college-age children, I know that while I’d love to constantly monitor them, all I can do is provide a framework where…
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Both employees and employers have an idea of what attributes make a great employee. Employers are always hoping to find that individual who is so good that they seem irreplaceable, while employees aim to be the person their team can’t live without. At a meeting of CEOs, Michael Gottlieb, founding partner of Momentum Law Group…
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Anyone who tells you that selling services is the same thing as selling a product, probably hasn’t sold services before. When you’re selling a product you can rely on it’s features and benefits. However, when selling services there are other variables to take into consideration. Services are performed by individuals. Anything performed by an individual…
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Sales talent is essential for the growth of any business. With the changes introduced through a global pandemic, some organizations have struggled while others have thrived. Regardless, there will always be a need for top sales talent. Ask yourself, how might your needs have changed over the past year? What do you need from your…
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Picture this. You walk into a store and the hyper-ambitious salesperson walks up to you and asks, “May I help you?” What’s your response going to be? For most of us, the response is something along the lines of “No thanks, just looking”. Why do we give that response? Is it because we think that…
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One recurring theme that keeps coming up in our Same Side Selling Academy’s Coach’s Corner each month is why B2B clients focus on price so much. Maybe you have a client where all they seem to care about is price. Let’s talk about why that happens. There are three distinct reasons that lead our clients…
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Are you pushing the right amount for your business growth? We’ve all been on the receiving end of people working really hard to try to grow their businesses. It’s all with the best of intentions. What often happens is we hear from people trying to sell us stuff who say things like: Hey, I’d love…
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