Dealing with RFPs

Some businesses and government departments have a more formal process for collecting pricing information from suppliers. These are called Request for Proposals or RFPs for short. The purpose of the RFP is to level the playing field among several suppliers by forcing everyone to present their information in a similar format. This allows the prospect to…

Myth of Team Selling

Team selling is an oxymoron—like government assistance. It exists in concept only. The reality is that, like government assistance, the intentions are noble but the execution is difficult. Even the term “sales team” is a misnomer. In my mind, the word “team” conjures up a vision of people working together towards a common goal. There…

SWOT the Competition!

Have you, or any of your salespeople, ever been blindsided by a prospect that mentions something about a competitor’s product or service that you knew nothing about? Just when you thought the sale was going so well and there you are, standing with egg dripping from your face. Don’t let this happen to your salespeople.…

Improving Sales Performance of High-Maintenance Salespeople

Having a high-maintenance salesperson around is like owning an older car  that requires constant tinkering to keep operating. Unfortunately, you can’t give a high-maintenance salesperson an oil change or replace a few parts to improve their sales performance. A high-maintenance salesperson is one of those people who seem to require almost constant attention to keep operating…