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A Must Have Tool For Anyone In Sales

Posted by Doug Davidoff

Sep 4, 2013 10:19:00 AM

Selling is hard work, and it’s only getting harder.  For more than 20 years I’ve been writing and teaching about the fundamental shifts that have taken place with the flow of information in the buyer-seller paradigm.

Frankly, up until about 1997 sellers had the advantage, and buyers were forced to play by the seller’s rules.  As Daniel Pink shares in his latest book To Sell Is Human, this information asymmetry has, at best, become an information balance, and in many ways has swayed to the benefit of the buyer.  Sellers today must increasingly play by the buyer’s rules.

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Topics: Sales Training/Coaching

The Five Critical Attributes to Sales Success

Posted by Doug Davidoff

Jun 26, 2013 4:43:00 AM

Success-Failure

After 25 years, working with more than 1,500 companies, nearly 10,000 salespeople and witnessing almost 100,000 sales calls and interactions, I’m finally able to answer the most important question about successful salespeople (what can I tell you, I’m a little slow).  That question is:

What are the most important attributes that must be present to ensure the success of a salesperson?

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Topics: B2B Sales Strategy, Sales Training/Coaching

The Fastest Test to Determine If You’re A Peddler

Posted by Doug Davidoff

May 9, 2013 4:57:00 AM

create-value-and-profit-will-followEver since I wrote my post about Pests, Peddlers and Demand Creators, the most common question I’m asked is, “How can you tell if you’re being a Peddler or Commoditizer?”

Here’s the simplest and fastest way to determine if you’re peddling:

Look at how you approach your prospects and customers early in the sales cycle.  Consider the questions you ask, the material you share and the possible presentations you make.  Now answer this question:  Who learns about the prospect/customer’s company?

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Topics: B2B Sales Strategy, Sales Training/Coaching, Demand Generation

Solving The Seller's Paradox

Posted by Doug Davidoff

Jan 21, 2013 3:06:00 AM

Growth-steps-7As I shared in my post last Monday:  Stop Selling!  If you’re selling you’re doing something wrong.

Whenever I share this insight, it’s always greeted with agreement…and frustration.  People shrug their shoulders and ask, “I get that I shouldn’t do this, but what should I do?”

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Topics: B2B Sales Strategy, Sales Training/Coaching, Demand Generation

The Seller's Paradox

Posted by Doug Davidoff

Jan 15, 2013 4:00:00 AM

 

Growth-steps-7

When I conduct sales training for executives and sales teams, I typically finish with the valuable thought:

"Stop Selling! If you feel like you're selling, you're doing something wrong."


I call it The Seller's Paradox. 
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Topics: B2B Sales Strategy, Sales Training/Coaching

How To Stop Overcoming Objections & Double Your Results

Posted by Doug Davidoff

Dec 10, 2012 2:53:00 AM

Walk into any bookstore, or read any sales oriented magazine and you'll see the primary focus on strategy and skills is the ability to overcome objections.  Last week, I was talking with a fellow executive that I’ve known since I began advising sales teams more than 20 years ago.  I was sharing with him how the discoveries we’ve made in developing The 7 Steps to Achieving Effortless Growth have impacted the sales teams we work with.

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Topics: B2B Sales Strategy, Sales Training/Coaching

What Is A Strong Pipeline?

Posted by Doug Davidoff

Sep 14, 2012 8:07:00 AM

One of the toughest behaviors to change when salespeople are working to transform from being peddler to becoming Demand Creator, is the relationship they have with their pipeline.

Having been taught (consciously or otherwise) that sales is a numbers game, peddlers always feel better when the pipeline has more opportunities in it.  As salespeople move up the value chain, they gain an understanding that the quality of an opportunity is far more important than the quantity.

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Topics: B2B Sales Strategy, Sales Training/Coaching, Demand Generation

How to Get Access To Any Decision Maker

Posted by Nicole Babka

Aug 28, 2012 9:58:00 AM

One of the consequences of the economic downturn, and the reductions in workforce over the last several years is a greater gap between executives with the authority and the people who are responsible for implementing and overseeing solutions.

When I work with salespeople, the most common challenge they have is getting access to authority.  To get the access you desire, the first, most important thing you must do is to have something worth talking about.

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Topics: B2B Sales Strategy, Sales Training/Coaching

3 Mistakes That Are Costing You Sales

Posted by Doug Davidoff

Aug 16, 2012 3:09:00 AM

This post originally appeared on The Washington Business Journal's BizBeat Blog.

 

Answer these five questions about your sales and business results:


    1. Is your sales cycle getting shorter?
    2. Do your customers and prospects properly value you, your company and your offerings?
    3. Are you able to control price?
    4. Are your margins expanding?
    5. Are you able to connect with the people you want quickly and effectively?

 

If you’ve answered “no” to two or more of these questions, than your business and sales efforts are in the danger zone.

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Topics: Sales Training/Coaching

You Don't Need The Answers

Posted by Doug Davidoff

Jul 17, 2012 4:48:00 AM

One of the toughest lessons and most valuable lessons I learned early in my sales career was that my job was not to have the answers.  I didn’t need to be able to solve the problems my prospects or customers had.  My job was to get the prospect to connect to the problem, and to demonstrate that I understood what my prospect wanted to achieve.

I had a whole team of people that whose job is was to solve the problem.  My primary objective was to a) get the customer to understand they had an important problem, then b) to connect the prospect with the solutions experts in my company, and c) to manage the process.

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Topics: B2B Sales Strategy, Sales Training/Coaching