Archive for March, 2011
Your Impact on Buyer Motivation – The World is Round.
Posted by Don F Perkins in B2B Sales, Sales Productivity on March 28, 2011
Handling objections is a daily task for sales people, but what about when the customer expresses no objection, they just tell you “not now.” That’s a stalled deal, and many pipelines are full of them. Sales managers have two problems with stalled deals: The longer they sit there, the higher the cost of the opportunity [...]
Sales Amateur or Sales Pro – What Makes Them Different?
Posted by Don F Perkins in B2B Sales on March 16, 2011
My Dad (may he rest in peace) used to say “the only difference between an amateur and a pro is that pros don’t tell anyone about their mistakes.” I love you Dad, but I’ve found a few other differences as of late. Imagine this scenario: A guy goes fishing every day. He baits a hook. [...]
Meetings You Don’t Mind – Social Media & The Wisdom of Crowds
Posted by Don F Perkins in Behavioral Change, Content Marketing, Leadership, Social Media on March 12, 2011
Meetings You Don’t Mind Every summer the kids in my neighborhood would meet at this place in the woods behind my house. There was a big boulder prominently poking out of the ground, which made a great place to scope out the surrounding area. It was there that we would see who was “in,” plot, [...]
7 Ways to Increase Buyer Engagement in Sales
Posted by Don F Perkins in B2B Sales, Behavioral Change on March 9, 2011
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6 Ways To Make Change Less Scary
Posted by Don F Perkins in Small and Medium Business, Unlearning on March 5, 2011
What Are You So Afraid Of? I led him down the drive holding him steady, one arm on his shoulder, one hand on his little bike seat. The training wheels were off, this was it. Nervousness and exhilaration took turns dominating his expressions as I let go and he wobbled willy nilly picking up speed [...]
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