“Force Concentration is the practice of concentrating a military force, so as to bring to bear such overwhelming force against a portion of an enemy force that the disparity between the two forces alone acts as a force multiplier, in favor of the concentrated forces.” Whether you’re a startup or an establish company, when you’re […]
VIEW POSTThink of your target companies as complex systems… … not just a group of individuals choosing to buy your product or not. Various players (your contacts) in the purchasing decision are non-constant, that is, they are individually fluctuating in their states. These fluctuations result in variance in their decisions and criteria throughout the sales process.Yes, […]
VIEW POST[I first published this post on Quora.com. Because I received such a positive response, I wanted to share here on SalesQualia. Check out all of my Quora posts here.] 1. Be mentally and physically fit. Subscribe to Audible.com. Listen to books about selling, business, and personal motivation. Read novels. Do Lumosity. Learn a second (or […]
VIEW POSTYour Product Champion assured you that the budget is there along with the appetite to unseat the existing software that is your primary competitor. You reviewed the ease of product implementation with the Technical Buyer. The User Buyers successfully used the trial version for three months, leading to more than $1.5 million in cost savings. […]
VIEW POSTWritten in context of general leadership, this post has direct applications to Sales Leadership. Introducing a new product or service to any client means change. It is your responsibility as the sales professional to identify and overcome the resistance to change. The best tool for leaders of change is to understand the predictable, universal sources […]
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