Jack Dean

Words Matter to Executive Buyers (More Than You Think)

Headline: Unfortunately, lazy informal language is becoming quite prevalent in today’s business world. Don’t fall for it. If you believe you have good-to-great business language skills, leverage that communication capability to gain a competitive selling advantage versus your peers. For the past 7 years my...

7 Misconceptions About B2B Executive-Level Buyers

Headline: For decades B2B sellers have lumped executive-level buyers in with project-level buyers when it comes to selling methodologies. Perhaps that’s because it’s easier (and less expensive) to train an entire sales force ONE time, using the project-level buyer as the “target” customer role....

12 Strategies to Kickoff Demand During the “Influence Window”

Headline: Here are 12 strategies to help B2B sellers create demand by having the RIGHT conversations (catalyst-driven) with the RIGHT decision-makers (Strategy Setters) at the RIGHT time … during the Influence Window when executive-level buyers are at their peak influence potential. In an earlier blog...

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 buzzword for “value”? Seems like most every B2B sales organization these days mention “ROI value benefits” so much that it...

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 during a customer decision phase I call the “Influence Window”. The wrong time is during the “Standard Operating Buying” (SOB)...

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 executives use to analyze CAPEX and OPEX investments? ROIC is that metric. Sellers often confide in me that they feel...

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 to hear in his head what women are really thinking when he engages them. Nick Marshall is certainly not a...

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 of top-performing sellers. I certainly understand the seller’s desire to articulate a value proposition message and call to action....

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 Multiplier Rep on their sales team. Like a swinging hammer, which is an example of a force multiplier at work, a...

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 all customers at all levels (from procurement to the analyst level to middle management and up to the C-suite), and...

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 post is a retrospective look back to attempt to answer the question “Is Challenger working as planned, and if not,...

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 by CXO Buyers, has been dumbed-down by B2B Marketers to a buzzword implying some kind of financial benefit? “ROI” is right...

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.  My standard response is, “It depends on the company/organization and the preference of its CXOs, but if you would like...

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 B2B seller, you are not along: it is a common self-inflicted forced error that has been going on now for...

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 sellers wanting to become trusted business advisors to customer executives, I believe business competence is an essential personal competence.  In...

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 and qualification phases of a B2B sales process should be to deliver value and a personal ROI to the buyer. ...

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 you in on a little secret: Most of your customer success stories or reference stories aren’t “executive sticky”.  They don’t...

“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 value proposition.  Your company’s marketing department has probably spent a good deal of time crafting it for maximum audience impact. ...

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 the customers of customers.  Why?  Because an enlightened CEO knows his/her company’s customer loyalty is ultimately driven by the passion...

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 current life in the training industry helping sales teams become Business Advisors to their customers, I’ve confirmed my fears: most...

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