by Jose Palomino | Mar 7, 2018 | Customer Service, Sales, Strategy, Value Proposition
When our business is doing well, it’s easy to just enjoy the ride and ignore dangers lurking below the surface. But those dangers can emerge at the worst times to deliver damaging blows to our growth, our revenue, and our overall success. “Customer concentration”... 
by Jose Palomino | Nov 30, 2017 | Sales, Sales Process, Strategy, Value Proposition
In any serious (complex) sales conversation, objections are bound to come up. You may be tempted to think that objections are big red stoplights – stalling conversations and killing sales. But what if you approached them differently? To me and most experienced... by Jose Palomino | Nov 2, 2017 | Sales, Sales Process, Teams, Value Proposition
You want the sale. As a business owner or sales rep, there’s no truer sentiment than just that: you want the sale. Maybe that sale translates into bonuses for your employees, a Christmas vacation for your family, or a vehicle upgrade for yourself. Whatever the goal... by Jose Palomino | Oct 26, 2017 | Pivotal Conversations, Sales, Sales Process
You walk into the meeting. It’s your first time meeting this prospect. You go right into the reasons your product/service is the solution to what you assume is their problem. After all, why else would they have agreed to meet with you? You deliver your product... 
by Jose Palomino | Aug 31, 2017 | Advertising, Marketing, Sales, Strategy
Have you ever wondered why companies have giveaways? Do you ask yourself how they make any profit when they’re giving products or services away for free? Well, with a nod to Captain Obvious, people love free stuff. And they love it even more when the giveaway is... by Jose Palomino | Jun 20, 2017 | Coaching & Training, Sales, Value Proposition
Sales Leadership Interview: Great Expectations I recently spoke with Ginny Brach, Senior Vice President of Dun & Bradstreet. We discussed negotiating sales deals: setting expectations, knowing when not to say “yes”, holding back, understanding the prospect and... 
