Business Success Center

Proven programs that grow great businesses for great people who care.

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Prospects will buy if they complete the 7-Step Buy- In Continuum™

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The hard road to success

The buy-in continuum™ is a hard road for any prospect — especially business prospects who have a lot to think about besides what you sell.

Before anyone buys anything, they have to complete their own buying or Buy-In Continuum™, process. This is true whether they are from the government, a non-profit, a consumer, or another business. From your point of view, you want them to accomplish this process and in a specific order. If they do, your sales cycle will shorten. It will result in a win-win for you both or you will be able to cull them as a prospect with a clear conscience that this was NOT the sale for you. [Read more…]

Replace Yourself with a Virtual Sales Manager

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Bright idea: make more money by hiring a Virtual Sales Manager Photo by EJ Posselius.

Bright idea: make more money by hiring a Virtual Sales Manager Photo by EJ Posselius.

Does replacing yourself as the salesperson sound ideal? If you hate to sell, maybe you’ve thought about hiring someone to do sales for you. Maybe you don’t want to have just an employee. Maybe you’re looking for a Virtual Sales Manager to manage the whole process and help sell.

They do exist. I do it for some of my clients. Not all of them are one person operations either!

How do you make sure they’re the right person or you’re hiring the right company? Be careful! [Read more…]

Finding Platinum Prospects™; Firing Radioactive Waste Customers™

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Focus on Platinum Profile Prospects™.

Focus on Platinum Profile Prospects™.

On June 25th I’m going to be speaking at the BSC B2B Meetup in Austin about finding the best prospects and firing the worst customers. It’s one of my favorite subjects because it’s got a huge payoff.

Top 3 Savings Benefits of Focusing on Platinum Profile Prospects™

  1. Saves time; makes time available to concentrate on higher value prospects who may require more resources and effort.
  2. Saves aggravation. Even the most seasoned salesperson doesn’t like to be misled. It can really put you off your game — especially if you were counting on that sale.
  3. Saves cash. It can be very expensive to travel and spend time with the wrong prospects. Not going after “low hanging fruit” can make you money in the short term and in the long run. [Read more…]