top of page
Featured Article
How standing up improves presentations
Since many presentations are virtual, it can be hard to share your passion and energy. We spend a ton of time sitting as we work from home. Why not do something different to energize your presentations? Thoughts on why this is important and how to get started below...
Marc Kitz
Aug 222 min read
Blog Posts
INCREASE your effort near the holidays!
Many organizations have calendar year budgets and will need to spend remaining budget or risk losing it.
Nov 25, 2024
Why is your client interested in your competitor?
It is critical to obtain this information to see if/how you might navigate around this challenge.
Oct 25, 2024
Grow your business by promoting your wins
How are your wins (and value for your customers) being promoted in your customers’ organizations? Are they promoted at all?
Oct 17, 2024
Feel confident in your next presentation
How many presentations have you done in the past few months? What kind of grade would you give yourself on how they went?
Oct 11, 2024
Got issues you cannot control?
We all face many challenges in our selling effort. Some issues you cannot control (e.g. supplier, technology, weather).
Sep 27, 2024
Getting your client to drop your competitor
Trying to displace a competitor? It can be a tough task. Incumbent providers have an advantage unless their performance is horrible...
Sep 18, 2024
Ramp up your pipeline quickly – brainstorm with a mentor!
Sometimes ideas for new opportunities to pursue are easier to identify than you might think…
Sep 13, 2024
Learning about competition from your client?
There is a fair chance that your contact either was involved in selecting the incumbent provider and/or works with them.
Aug 27, 2024
Preparing questions for client calls?
Before meetings with clients, do you prepare questions you want to ask by writing them down or are you trying to keep it in your head?
Aug 16, 2024
Increase your sales - understand your customer’s customer
You can separate yourself from competition by taking your game up a notch. How? Learn about your customers’ customers.
Aug 9, 2024
Your client’s REAL view of your meeting...
Your client’s REAL view of your meeting...
Have you wrapped up a client meeting thinking it went well (or it was a mess) and found out late
Jul 24, 2024
How to start client meetings
Either before or near the beginning of the meeting it is good to share an agenda you have in mind. How to get the agenda to work for you
Jul 17, 2024
Practicing before reaching out?
Practicing before reaching out? Are you making good use of practice time before reaching out to prospective clients?
Jul 10, 2024
Shortening time to close deals
Your client is interested in working with you. The overall vibe is good. Now they ask for some information. Your job now...help them help
Jul 5, 2024
Identifying the best time to contact customers/prospects
Identifying the best time to contact customers/prospects. Some creativity and planning will have you successfully reaching key customer cont
Jul 1, 2024
Send proposal ahead of the presentation?
Send proposal ahead of the presentation? One approach does not fit all situations. Some ideas that can help you decide how to proceed…
Jun 23, 2024
How do you introduce your business?
Many times when you meet someone who asks “what do you do”, they do not want to be “pitched”. A more comfortable approach...
Jun 14, 2024
Sharing future capabilities with clients?
Are you considering sharing some of your plans for future capabilities (e.g. new service, product, coverage of geographic area)
Jun 5, 2024
Afraid to deliver bad news to your customer?
It is important to share bad news when it impacts the customer even when it (the issue) is out of your control.
May 23, 2024
What to know about your competition
What to know about your competition
May 12, 2024
BLOG POSTS
bottom of page