The Competitive Advantage

May 15, 2024

Buyers Don’t Care About Your ‘Sense of Urgency.’

See if any of these sound familiar…

• “I met a potential buyer at a conference last week and we had a really good conversation. So, I can’t understand why isn’t he interested in buying from me today.”
• “The perfect sales prospect downloaded a white paper off of our website yesterday, but she said she doesn’t want a capabilities presentation from us.”
• “I’ve been connected with this prospect on LinkedIn for a month, but they’re showing no interest in becoming a client.”

April 30, 2024

Bad Salespeople? Maybe You Should Blame the Sales Manager.

It seems like every couple of years, I need to rant about how bad selling is in our industry. I was hoping it would improve over time, but that just ain’t happening.

Here are three real sales stories – all targeted at me – that happened in just the last two weeks:

#1) I attended IIeX a couple of weeks ago, and as I was walking by an exhibitor’s booth, one of the sales reps in the booth literally stepped out in front of me, waved his arms over his head and yelled “Stop!” Really?!