Marc Miller's Blog

Feel free to watch the recording of my Jigsaw webinar: A Seat at the Table - How Top Salespeople Connect and Drive Decisions at the Executive Level

Covered in this webinar, you'll learn how to:

Connect with executives and decision makers - psychologically, strategically, and financially - from the very first point of contact to prove your value


Transform your sales game to become a businessperson who creates solutions


Use a simple, analytical matrix for developing customer strategies

...

Listen to my interview on Small Biz America





Here are some key questions used to guide this interview:

1. In your new book, A Seat At The Table, you show how top
salespeople connect and drive decisions at the executive level. Why is
this so important?

2. Have you helped others earn "a seat at the table"?

3. Why don't senior executives see salespeople as consultative partners?

4. What is the one key to achieving radically better sales results?

5. What misconceptions do...

What makes for a good presenter - and presentation?  The first thing is what happens before a presentation - listening and learning, understanding the situation of the person/group you'll be presenting to, and making sure you are aligned with their psychology.

Garr Reynolds, author of the wonderful book "Presentation Zen" click here says that too many presentations are text heavy.  He prescribes to the 10-20-30 minute rule - 10 slides delivered in 20 minutes, with no font smaller than 30...

One of the questions I often hear from salespeople is how to get appointments with senior executives.  Let me link this challenge to one of my personal favorite authors, Seth Godin.

Seth has written a new book called "Tribes."  The concept of Tribes is simple.  First, figure out what your passionate about, learn to become a "thought leader" in this category, and use the web to create members and advocates who share a similar passion.  I think this is ultimately the passageway into new...

We started our discussion last week on the new race that all salespeople find themselves in - the race between learning about new business processes and complex technologies neccessary to stay customer relevant, differentiated, and productive.

But, new learning requires new tools - SmartTools.  Today, I'd like to talk about a easy to implement SmartTool that is a real difference-maker for salespeople.

The category is SmartPen technology, and I believe it is a game-changer for sales leaders and...

Welcome to my first blog entry.  If you haven't read my latest book - "A Seat at the Table" released today (May 1st, 2009) - I encourage you to do so.  This book starts the discussion around a new sales role - and how salespeople can begin winning the race between complexity and the solutions they sell.

Today, salespeople are losing the race - and the only solution is education.  Only this is a different kind of education, one more about business and technology than mundane and overvalued...