Entries Categorized as 'Discovery'

A Sales Plan to Sell Higher in your deals

Date June 15, 2009

Take me to the next level A common problem with many people is getting to the right level of whatever organization you are trying to sell to.  Plenty of people will tell you why you need to do it but not many people tell you how.  In this episode Joe and Mike tell you how […]

Discovery Is the Sales Process Part 4

Date April 6, 2009

Discovery Centric Selling Part 4 of a 4 part series Selling The Discovery Process. It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a […]

Discovery Is the Sales Process Part 2

Date March 23, 2009

Discovery Centric Selling Part 2 of a 3 part series Selling The Discovery Process. It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a […]

Discovery Is the Sales Process Part 1

Date March 16, 2009

Discovery Centric Selling Part 1 of a 3 part series Selling The Discovery Process. It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a […]

Every Sales Person’s New Worst Competitor

Date March 2, 2009

Every Sales Person’s New Worst Competitor and boy are they tough! Part 1 of a 2 part series on beating the competition? He’s Here!  He’s new in town but he’s big and he’s bad and as far as competitor’s go he is your absolute worst nightmare.  If you are in sales, any sales, you have […]

Made to Stick a Sales methodology Part 3

Date September 15, 2008

Stick it to them – Emotional and Stories.  Part 3 of a 3 part series on making sales messages stick. Face it, some of the most compelling sales messages don’t stick.  How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had […]

Discovery Questions – Selling Strategies for Sales Professionals

Date February 24, 2008

Leveraging what you’ve discovered to advance the sales cycle  Part three of a three part series on discovery Do you know how to navigate through a long discovery meeting? Do you know how to end a discovery meeting? In this final part of a three part series on discovery Mike and Joe tell you how […]

Sales Discovery questions! Selling Strategies for Sales Professionals

Date February 17, 2008

Asking the Right Questions Part two of a three part series on Discovery Do you know what is the most important information a salesperson needs to know about a prospect or client? Do you know how to get that information? In part two of this three part series on discovery Mike and Joe talk about […]

Discovery Meetings Selling Strategies for Sales Professionals

Date February 10, 2008

Keeping the door open! Part one of a three part series on Discovery You got your first meeting with the prospect. Now what are you going to do? Most sales professionals will tell you about the value of doing discovery but how many of us actually do it effectively? How many times have you or […]