Author Archives: gregoryg63

You should be an expert on how your products’ capabilities help your prospects or customers. Your pre-sales person may know more about the technical features of your product but you should be a thought leader in applying your product’s value to the circumstances of your prospect. And you should express that expertise often and in many different ways. Continue reading →

I’m surprised at how few salespeople know and tell their own story. As stated in my last post, they prefer to just hand over a business card. People authentically connect through story. Prospects want to know that there is a reason, other than a commission plan, that you are invested in your company. Continue reading →

Is the sum total of your existence described within the 4 corners of your business card? Continue reading →

“The VP plays golf with my brother-n-law!” exclaimed the salesperson as he left the meeting. Why do salespeople get excited about these outlying connections?  Clara Shih, a thought leader in Social Networking, calls it Transitive Trust.  Salespeople get very excited … Continue reading →

In my recent webinar — I discussed ways that Salespeople reinforce the sales stereotype that has been created over the years. One of those ways, simply put is “being cheesy”. I define cheesiness as the act of playing into low and jaded expectations of salespeople that most prospects have. Continue reading →

When I think of a “pitch”, I think of baseball, where the pitcher throws the ball to the batter hoping to strike them out and send them back to the dugout empty-handed.  Let’s transport the analogy to sales.  Is the … Continue reading →

I had a presentation today at one of the worlds largest entertainment companies.  There were around 10 people in the room.  I got to the site early and made sure there were no technical issues.  The crowd came in and … Continue reading →

In one of my previous blogs I discussed the importance of how we talk about our prospects or customers when they are not around.  I recently was having lunch with a colleague named “Jim” who told me the following story: Jim had … Continue reading →