Move The Sales Needle Podcast

Effective Sales Management and Coaching

Improving and encouraging requires some specific sales and communications skills. A great sales manager is able to demonstrate effective performance rather th…

Making the Best of Your Year End

If you have had a good year and hit your targets, it’s time to connect with your marketing counterpart.

Revenue Marketing: Tell your marketing team what’s going to a…

Closing Along Above the Line

Realignment to business and personal value is an essential component of closing executives.

Tim provides an example of an authoritative close – that did not turn out wel…

Putting Your Customer into Mild State of Discomfort

Your choice of Hard and Soft closes depend upon where the prospect is above or below the power line. Using the wrong form of close will not give y…

Are You Closing Power ?

Your close will vary, depending upon the relationship with the power line. At least two buying signals must be present before your close. First, they are expanding the buying…

Why Do People Buy ?

The sale includes both personal and business value. Critical Business Issues (CBI) are why you are playing the game. But, do you really know what the business value is that your …

A Strong Plan for Engaging Effectively with Purchasing

After there is an understanding of the current situation and future state – plus agreement from the prospect to buy – there is a process . Don’…

Testing Power at All Stages

Those who have power are hard to connect with. They are very busy and unless they are highly organized are difficult to get to meetings. They make decisions quickly and f…

Solutions are Not Products

How do you present options to clients ? Before your get to that step, you have to get the basic product sold. You need to be able to tell your prospect how clients have be…

DIscovery – the Key to Making More Money

You have been trained to go for pain – but if you think that you can find bigger opportunities because people are in pain you may want to think about reasons…

Using Linked-In to Determine Relationship Power BEFORE the meeting

LInked In is a powerful tool to determine a lot about your prospect.

The first indicator is the number of connections: A shallow Li…

What Motivates your Clients ?

There’s an underlying motive that your prospects have – and it is your job to uncover the motivation that they have for taking a meeting. What is the meeting driver ? W…

If you have an executive from your company to join you on a sales call, you need to brief your execs, and give them a one or two page summary before you start towards the account.

Make sure that you…

Google Fu Part 2

Email intelligence: Finding the email convention of the target company is a straight forward search string, but seldom used to full advantage. Almost all large companies have an off…

Don’t Hunt Elephants when you only have time for hunting Small Game.

Pipeline management: As the fiscal year begins to close, top performing sales people and managing their work in a way that ensure…