Jack Dean

10 Dirty Little Secrets About ROI

Have you noticed how the acronym “ROI”, a term formerly reserved for the outcome of an in-depth investment analysis, has devolved to a catch-all...

B2B Sellers Should Avoid SOBs and Engage Executive Buyers During the “Influence Window”

Headline: In selling, timing is everything; there is a right time and a wrong time to target the executive buyer. The right time is...

B2B Sellers: Know Your Financial Value by Calculating Your Personal ROIC

As a B2B seller why wouldn’t you want to promote your personal FINANCIAL value to your company using the same metric that your company...

What Do Executive Buyers Want From B2B Sellers?

Have you ever seen the movie “What Women Want”? The main character, Nick Marshall, is a chauvinistic advertising executive who gains the miraculous ability...

B2B Sellers Should “SHARE Control” (Versus “TAKE Control”) of Executive Conversations

Headline: Today’s B2B sellers often get trained/coached to “take control” of customer conversations. “Taking control” is promoted as an assertive (positive) behavior trait...

B2B Sales Managers Should Coach to Develop Future FORCE MULTIPLIER Reps

B2B Sales Managers should only deploy Coaching Effort when the outcome of that allocation of time will result in the emergence of a Force...

Do You Think CXO Buyers Would Rather Talk To a “Problem Solver” or a...

Once upon a time, a long long time ago, B2B Marketers got it in their heads that “Problem Solving” sales reps are highly-valued by...

After 10,000 Hours of Challenging Customers, Are Your Sales Reps EXPERTS?

By 2016 the first generation of Challenger Sales Reps had been Challenging customers for over 10,000 hours. That seems like a lot of Challenging! This...

The Dumbing-Down of “ROI” by B2B Marketers and What You Can Do To Counter...

Have you noticed over the years how the word “ROI”, a term formerly reserved for the outcome of a sophisticated in-depth investment analysis conducted...

The DuPont Formula: The Quintessential EQUATION to Help B2B Marketers Demonstrate FINANCIAL Impact

B2B sales professionals often ask me during Business Advisor training workshops which one financial ratio or KPI metric is most important to CXO Buyers. ...

Why “Solution-Selling” (Problem-Solving) Is the WRONG Conversation to Have with CXO Buyers

“Solution-Selling” and “Problem-Solving” are a sure-fire way to diminish your perceived value and chance to sustain multiple conversations with prospective executive-level buyers. As a...

FINANCIAL COMPETENCE is the Ultimate Critical Success Factor to Successful C-Level Selling

In his book The Speed of Trust, Stephen Covey says trust is not built solely on integrity, but on competence as well.  For B2B...

Do the “Discovery” and “Qualification” Stages of Your Sales Process Deliver a Personal ROI...

This may come as a surprise, but as a former “buy side” C-level executive, I believe one of the primary goals of the discovery...

Are Your Customer Success Stories “Sticky” with CXO Buyers?

Customer testimonials are a widely used prospecting tool by most of you who sell technology solutions to B2B customers. But, I’m going to let...

“REV” It Up To Get On The CXO Buyer’s Radar Screen

If you are a sales professional, you have probably spent a good deal of time communicating the financial value of your solution: the so-called...

Make Your “Customer’s Customer” Your Personal Sales PURPOSE

Except for young children and occasionally teenagers, nothing keeps the CEO of a B2B company awake at night more than worrying about customers and...

Get Going – Now is the Time to Go STRATEGIC with Buy-Side CXOs

During my career as a buy-side executive, B2B sales professionals rarely expressed interest in my company’s strategic planning process. That surprised me. In my...

Don’t Let Your Company Executive Go Into a Customer Meeting UNPREPARED

I have been a buy-side executive most of my professional career. I never counted but a rough estimate is I’ve experienced 2,000 face-to-face...

12 Credible Ways for B2B Marketers to Disrupt UPSTREAM Decision Phases (Insights from a...

Traditional B2B sales processes/funnels are designed to launch, albeit with latency often measured in months, during what I call the Standard Operating Buying (SOB)...

E=mc2 and the Physics of Executive-Level Selling

I am a big fan of Brian Greene, an American theoretical physicist, because he opens my mind and challenges me to think differently about...

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