Three Strategies for Better Lead Qualification

In a sophisticated world like ours, it never hurts to revisit the basics from time to time. One of the “basics” we’re prone to overlook in sales is well summarized by the maxim, “Qualify, qualify, qualify.” That is, in our rush to close as many deals as possible, we tend to chase a lot of fruitless Continue Reading

Translating Sales Excuses into Sales Performance

It’s human nature to make excuses. When things don’t go quite the way we want or expect, our first instinct is not to self-critically evaluate what we could have done better or differently. We blame other people or circumstances beyond our control instead. We’d make more sales if only our prices Continue Reading

Why It Still Pays to be Persistent

When you live in breath the life of a complex sales, it’s so (unfortunately) easy to play the ‘what if game’... always contemplating if you’re rubbing the prospect the wrong way that he or she will flip the switch and ruin the deal. I’m here to break it to you that not only is being persistent Continue Reading

Regulate the Sale: the F.A.S.T.E.R. Approach (part 7)

This is the last of a series of seven posts on the importance of bringing a focused methodology to the madness that is the sales environment. By this point we’ve done just about all that we can to reach out to the customer directly. We’ve communicated real value by “finding the need” and Continue Reading

Enter the Fray: the F.A.S.T.E.R. Approach (part 6)

This is the sixth in a series of seven posts on the importance of bringing a focused methodology to the madness that is the sales environment. We’ve accomplished a lot by this point. We’ve “found the need” and “articulated the solution,” communicating real value to the customer. We’ve managed to Continue Reading

Tag Your Advocate: the F.A.S.T.E.R. Approach (part 5)

This is the fifth in a series of seven posts on the importance of bringing a focused methodology to the madness that is the sales environment. At this point we already understand the importance of “finding the need’ and “articulating the solution”. We’ve done our job communicating real value, and Continue Reading

Spark a Fire: the F.A.S.T.E.R. Approach (part 4)

This is the fourth of a series of seven posts on the importance of bringing a focused methodology to the madness that is the sales environment. We have already examined the importance of “finding the need” and the craft of “articulating the solution”, so today, we’ll be looking at the third part of Continue Reading

Articulate the Solution: the F.A.S.T.E.R. Approach (part 3)

This is the third of a series of posts on the importance of bringing a focused methodology to the madness that is the sales environment. In the last post, I outlined my strategy, which focuses on enhancing team selling, shortening sales cycles and closing (more) mutually beneficial deals, summarized Continue Reading

Find the Need: the F.A.S.T.E.R. Approach (part 2)

This is the second of a series of posts on the importance of bringing a focused methodology to the madness that is the sales environment. In the last post, I outlined my strategy, which focuses on enhancing team selling, shortening sales cycles and closing (more) mutually beneficial Continue Reading

A Method for the Madness: the F.A.S.T.E.R. Approach

A company can have a stellar product offering, but without a robust sales organization to grow revenues and expand market penetration, it may never get the product off the ground. Startups don’t always fail because they lack a good product-market fit. Sometimes they fail because they lack discipline Continue Reading

How Some Simple Math Can Improve Sales Efficiency

How do we measure the efficiency of our sales process? Is it just about the money we’re bringing home at the end of the day, or is there more to consider? How can we be sure we’re getting the maximum return on our time and effort? Smart salespeople know that, even when business seems to be Continue Reading