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Neuberger and Company, Inc. | Baltimore, MD and Washington, D.C.
 

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Sales Process

How much margin do you lose discounting? Doug Lotierzo explains how your sales process should highlight your worth rather than the cost.

Fear can be a powerful motivator or demotivator. Matthew Neuberger explains how leaders can set a safe environment for getting honest and useful feedback from their team.

Do you have a process to move limited service contracts to high value clients? Mark Lewis explains how to move high potential clients from testing the waters to expanding to all your services.

Are you making a false assumption that your clients know all about you, your company, and your product offering? Matthew Neuberger explains how a disciplined client selling system makes revenue generation 11 times easier.

Have you ever had a selling opportunity that seemed to be headed toward a win -- and then lost the deal when you found out that you and the buyer had different ideas of what was really under discussion?

Are you busy with quotes with little to show for it? Doug Lotierzo explains how non-selectively responding to bid invites will waste your time while devaluing your company.

Are outside factors affecting how you view your product? Matthew Neuberger explains how conviction in what what you sell is essential for sales success.

How do you feel when you get feedback that your number is high? Doug Lotierzo explains how handling it as a value question can clarify the true issue at hand.

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.

 

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

 

Are you spending too much time with happy clients? Mark Lewis describes how priority clients with growth potential need to be your primary focus.