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Handling Objections – I do not have time
Think of this as an opportunity to better understand the client’s perspective. An approach to getting this objection less often, learning about why you got this objection and how you might respond…

Marc Kitz
1 day ago2 min read
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Blog Posts


Handling Objections – I do not have time
Think of this as an opportunity to better understand the client’s perspective. An approach to getting this objection less often, learning about why you got this objection and how you might respond…
1 day ago
0
0


Large deal making you nervous?
Have you transitioned from working on $500 deals to $5000 deals...OR...$5,000 deals to $250,000 deals? Early in my career, I went thru this transition and got some great advice from a VP Sales I reported to. Here is an outline of what he suggested.
May 2
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Leads turning into real opportunities?
When you are following up on a lead there can a temptation to go right into asking about specifics on the deal (e.g. when, dollar value, how many…etc). This is what many of your competitors are doing…so, be a little patient and separate yourself from competition by listening and learning first. How you might approach the early part of the conversation…
Apr 18
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Focus on what you can control
Sometimes selling can seem complex and overwhelming. Most of what happens in and around your selling effort, is not in your control. Simplify and sharpen your effort where you have the greatest impact...
Apr 13
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When to stop talking
Keep introductions brief. Get to reviewing the agenda and/or asking questions asap.
Mar 27
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Win with Subject Matter Experts you work with
Whether you are a sales veteran or new to selling, SMEs you work with can provide tremendous value.
Mar 21
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Where is your sales process stalling?
Your effort to find and close business may encounter a variety of challenges. Are you getting stuck at certain points in the process?
Mar 16
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Depending too much on one account?
What percentage of your business is with a small number of clients? If the thought of losing one of them makes you nervous...
Mar 12
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You closed a deal!…How to follow up
The easiest place to get more business is from a happy customer. So…following up with a customer after closing a deal will help you stay...
Feb 28
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Building customer relationships - create a “two way” street
Help when there is NOTHING in it for you
Feb 21
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Go From Concept to Company With These Tips For a Successful Startup
Transforming an idea into a thriving startup is a journey filled with both excitement and challenges.
Feb 18
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“Stuck” with a non-decision maker?
Non-decision makers can be highly valuable toward your effort to sell your solution
Feb 14
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The Three-Step Formula: Trust, Anticipation, and Joy
Trust is the hardest thing to earn and the easiest thing to lose. In the context of startups—especially those led by technical founders...
Feb 13
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Responding to customer questions – What is your experience with ___?
When a customer asks what or how much experience you have with a certain solution, how do you respond?
Feb 10
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Responding to customer questions – Can it be done by ___?
When a customer asks if an engagement can be completed by a date that makes you uncomfortable, how do you respond?
Jan 30
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Responding to customer questions – Do you provide ___?
When a customer asks you if you provide a solution that is not exactly in your core capabilities, how do you respond?
Jan 23
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How much do you practice presentations?
Have you ever “winged” a presentation? I know I have in the past…generally, I did not like the results.
Jan 17
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Handling questions you are not prepared for
While you might prepare well for a meeting, you may get questions you are not prepared for. Some ways to handle them...
Jan 12
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How to ask better questions
Have you asked a customer questions and not received the reaction you hoped for?
Jan 3
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Scheduling post-holiday client meetings?
If you are working on building client relationships around the holidays, hopefully you are getting some opportunities to schedule meetings.
Dec 21, 2024
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