Resources

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Same Side Selling book

Are you tired of playing games with your customers?
The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale?

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Same Side Quadrant Journal

Same Side Quadrant journal

Are you going on business dates or doing business?

Too many people think the purpose of a meeting is to make or at least advance the sale. In reality, your goal is to determine if there’s a fit!

The Same Side Selling Quadrant Journal helps you maintain focus on gathering the right pieces of information during a business meeting to determine if an opportunity is real or not real.

Podcast

Traps in Structuring a Sales Organization

October 5, 2022

How do you structure a successful sales organization? Do you focus vertically? Geographically? These are questions I am asked frequently and the answer may surprise you. There are many variables that affect your sales organization I am asked about from lead generation and qualifying leads to the sales process and scaling. In today’s episode, I…

The Bad and Great of Customer Experience

September 28, 2022

Customer experience is important for retaining clients. When something goes wrong, it actually opens an opportunity to deliver a great experience for the customer. The recovery you have can better the experience the customer has when working with you.  We can all learn something when things don’t go right, we have a choice to recover…

How to Avoid The Status Quo Using The Jolt Effect with Matt Dixon

September 23, 2022

Are you losing deals to no decision? In recent research, it is found that 40% to 60% of deals for the average salesperson are lost to no decision and the client sticking with the status quo. In 2020 after going 100% virtual overnight, sales calls went from in person to Zoom. Matt Dixon, while working…

The Right & Wrong Way To Get B2B Referrals

September 14, 2022

Are you looking for a referral to help your business or to help potential clients? The recipient of a referral should never feel like the client has done you a favor. Instead, your potential client should feel that they are getting the favor. But how do you do this?  In this week’s episode, I share…

Why Do B2B Proposals Exist?

September 7, 2022

Proposals are an old school way of thinking. Now hear me out, if you could bypass the proposal stage and go right to an agreement, would you do it? In this week’s episode, I share with you how you can let go of the need to always send a proposal and start working towards a…

Which RFPs Are Worth A Proposal

August 31, 2022

You receive an RFP, how can you tell whether it is an actual potential lead or a waste of resources? Most procurement people know exactly who their preferred vendor is before sending an RFP. So how can you set yourself apart and not end up just being a column fodder for comparison? In this week’s…