Hope Is Not a Strategy

By Mark Jewell | June 06, 2016
  As we all know, selling efficiency is often not a simple task. The technology involved can be complex. Many prospects ... Read More >

Time Assets and Debts

By Mark Jewell | April 23, 2016
  When we talk about productivity strategies, we generally talk about actionable tips and tricks that allow us to ... Read More >

Price and the Decision-Making Chain

By Mark Jewell | February 22, 2016
One of the keys to successful selling is being able to customize the benefits of your product or service so that they ... Read More >

The 27 Challenges Managers Face

By Mark Jewell | January 11, 2016
In the process of creating content for my classes, I make it a habit to reach out and interview managers and directors ... Read More >

Bundles

By Mark Jewell | September 29, 2015
When it comes to leveraging up-selling, one great strategy is to use product and service bundles. Think about the last ... Read More >

It Doesn’t Pay to Wait

By Mark Jewell | September 08, 2015
Technology is constantly improving, and when you’re trying to sell efficiency, you’ll inevitably encounter prospects ... Read More >

How to Recruit an Internal Ally

By Mark Jewell | August 14, 2015
When you’re collecting information for a proposal, the person with the power to approve the project is generally not ... Read More >

The Proof Is Not Always in the Pudding

By Mark Jewell | August 13, 2015
One of the best ways to turn a skeptical prospect into a buyer is to give them evidence that your product or service ... Read More >

Behind Every Good Decision

By Mark Jewell | July 27, 2015
When something about your business isn’t working, you set out to change it, right? Naturally. But how do you decide ... Read More >

How to Make Your Prospect an Internal Champion

By Mark Jewell | July 16, 2015
If you recall Seth Godin’s hierarchy of decision-making among non-business-owners in the B2B setting, you know that the ... Read More >
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