Our thinking

Our thinking

Slow More, Close More

Slow More, Close More

You’re on the road.  Your phone is dead and car navigation is out of range.  Because you’re running late, you miss an important turn.  The clock is ticking as you drive miles past your destination.  Eventually you pull over, realize your mistake, backtrack and finally arrive (even later) at your destination. Have you been there? Read More
Executing the Two-Minute Selling Drill

Executing the Two-Minute Selling Drill

During the 2017 Super Bowl, you may have been rooting for the New England Patriots, the Atlanta Falcons…or for more chicken wings and a speedy end to the game.  Championship football demonstrates performance under high-stakes conditions.  As a sales manager or salesperson your team’s performance during sales meetings is neither played in front of 70,000 paying Read More
Dealstorming

Dealstorming

In today’s B2B world, client organizations face complex challenges for which they seek help.  When they reach out to selling organizations, what they invariably get back are products and services divided into little pieces that line up with their own organizational silos.  Not helpful to clients and not effective in closing bigger deals. In a Read More
Smart Collaboration

Smart Collaboration

As your B2B organization builds out its capabilities organically or through acquisition, you are excited to gain deeper account penetration and go after bigger sales.  You and your colleagues envision the enterprise sale, the complex sale, the cross-discipline or cross-divisional sale, the cross-sell — deals that include multiple capabilities and produce significant revenue for your Read More
Become a Biz Dev Canyon Crosser

Become a Biz Dev Canyon Crosser

Crossing canyons is no cake walk.  Take it from the late Even Knievel, famous motorcycle stuntman. In 1974, Knievel attempted an outrageous jump over the Snake River in Idaho.  The distance between the launch and landing ramps at the north and south rims of the canyon was roughly one mile.  To pull this off, he Read More
Cerberus and the Multi-Headed Buyer

Cerberus and the Multi-Headed Buyer

In ancient Greek mythology, Heracles was given the impossible task of capturing Cerberus, a multi-headed hound that guarded the gates to the underworld.  Hades, the underworld’s CEO, told Heracles that he would only allow him to take Cerberus if he could (do the impossible and) tame him.  Heracles put the beast in a choke hold Read More

Winning Teams Need a Rallying Cry

Last summer, it was easy to get drawn into the incredible drama of the 2016 Olympics in Rio.  And with all this winning and losing, it was impossible for me as a sales coach to resist the chance to draw parallels to effective selling. My focus here is on the importance of a shared mission among Read More

From Competitive to Collaborative Negotiations

Two fighters enter a steel cage. Both hungry, strong and determined. The door is locked. Lights dim. Hearts race. The stakes are high – life or death. As a salesperson, do your contract negotiations ever feel like this? You strap on the body armor, smear war stripes across your face and crush bricks into powder? Some of these feelings are due Read More

Selling Low Makes Selling Hard

https://thesalesblog.com/2016/12/22/if-you-think-its-hard-to-sell-with-a-higher-price-try-selling-low-price/ In a recent post on http://www.thesalesblog.com, Anthony Iannarino (@iannarino) highlights a price trap that many salespeople fall into.  The temptation to go low on price may be connected to your belief that a lower price equals an easier win. The fact is that price, while important, rarely makes it into the top criteria that drive Read More

Different Year, Different You

This is the little-known story of how Albert Einstein changed sales performance forever. And, though history may not be your thing, this story may help you strengthen your performance next year and beyond… Read more http://blogs.richardson.com/2016/12/20/future-selling-2017/  

Team Selling Today

Because B2B purchasing decisions are increasingly made by committee, B2B selling organizations respond by deploying groups for high-stakes meetings.  These groups can include leaders, salespeople, subject matter experts and co-selling partners.  This many-to-many dynamic adds pressure and complexity to the sales interaction.  This post provides a baseline to help sales and client-facing professionals better understand Read More
How to Use a Subject Matter Expert in a Sales Meeting

How to Use a Subject Matter Expert in a Sales Meeting

Imagine you are an 18 year-old college basketball player and, despite limited playing time during the regular season, you are pulled off the bench and put into the national championship game, with 13 minutes left on the clock and your team down by nine points. If you’re Duke University’s Grayson Allen during the final game Read More

What People Have to Say

I have worked with Michael on several projects for both our investment professionals and leaders. He gets the business, connects easily with any audience, and is one of the most skilled facilitators I have had the chance to work with in my 20+ years in the business.

– Susan Peters – VP Professional Development U.S. Bank Wealth Management