April 15, 2021
Many salespeople and leaders point to their ability to build strong relationships as an essential key to their success. Are they talking about relationships built upon the emotional bonds of likability? Or are they talking about ‘buying relationships’ built upon the emotional and rational bonds of mutual respect? Listen as we discuss the difference and our repeatable formula for success.
April 8, 2021
When you start by focusing on your buyer’s path to success, the Universal Buying Cycle™, you prepare yourself to meet your buyer where they are. You prepare yourself to sell the way your customers buy. And you prepare yourself to discover the fastest path to a successful buying decision.
April 1, 2021
Sales is an exchange of value. Yet, 85% of managers and 74% of salespeople lack the skills and/or discipline to execute a ‘value-first’ sales methodology. The Universal Buying Cycle™ forms the foundation of such a methodology (Collecting WINS™) and the Four Agreements ensure the methodology can be executed with predictable, repeatable precision.
March 25, 2021
Reinforcing the skills required to win games of probability requires data. Over time, data turns assumptions and good guesses into predictable, repeatable outcomes. But, only if salespeople use the right data to improve their skills -- to improve the effectiveness of the decisions they make and the actions they take.
March 18, 2021
Helping your team fully deliver on the promise of a predictable sales methodology requires a leader to know how to help each team member sustain a common set of winning habits.
March 18, 2021
James and Chris interview Dan Rockwell about the connection between successful technology innovation and sales leadership -- the dangers of assuming and the power of asking enough good and tough questions. Dan is CEO and Co-Founder of Big Kitty Labs, a software development agency that helps anyone with an idea or a problem build a solution and get to market.
March 11, 2021
We can only lead buyers along a path we are willing to walk ourselves. If your job is to lead buyers to change, then you must have experience walking your own path to change. Understanding your own path will help you understand your buyer’s path.
March 4, 2021
The decision to buy follows the decision to change. People buy when they are ready, willing and able to change. We sell when we are ready, willing and able to lead buyers to change. As a leader or as a salesperson, your job is not to sell your idea or solution. Your job is to sell change.
February 25, 2021
Your ‘fastest path to cash’ is to sell the way your customers buy, but that does not mean handing over the mantle of leadership to your buyer. It means leading the client to a shared understanding of their problem and your solution.
February 18, 2021
Servant leaders are natural Growth Multipliers. Servant leadership has the ability to form the foundation of a sustainable and natural growth strategy, capable of transforming sales and customer-facing teams.