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Building a Strategic Sales Plan

A few years back, I did a lot of talking about salespeople thinking like marketers. Somewhere I dubbed it the strategic salesman or something of the sort. As I was flipping through my notes this morning, I came across some ideas I had about this concept from about 2 years ago and thought I […]

I’d like to invite you to join my Facebook group

Just a quick head’s up… I’ve started a Facebook group called: “Dave Wakeman’s High Impact Business Forum.” I’d love if you would join me there. To kick-start the thing, I am going to host a Facebook Live. There’s a poll in the group to vote for what topic you’d want to talk about. I hope […]

If I Put Major League Baseball Through One Of My Strategy Workshops…

I read an interesting article about baseball’s continued attendance challenges. The article got me thinking because while I am often thinking about what the challenges are, I never really put them in the context of the lowest announced attendance and the implication of that number. For many years now, we’ve had to sit and […]

Real value exists in impact

When we think of a strategy, we are often thinking about our ability to gain market share. But do we really think enough about why a strategy is important to the person on the other end of the equation, the customer? Many of us do, but only from the point of view of what […]

Revisiting the 3 Essential Questions of Strategy

Over time, I find myself returning over and over to the 3 questions that guide any strategic plan I develop or use. To cut to the chase, here are the 3: What value do I want to deliver to my customers? Who can use this value and will buy it? How do we reach […]

The Language of the Sale: a Few Key Ideas

I’ve been working on a new seminar offering that I’ve tentatively titled, “The Language of the Sale” and out of this work has come a few interesting ideas about managing language to help you sell more. Here are a few of them: Overcoming Objections: Language allows us to use more powerful language to overcome the […]

How to start managing language in the sales process…

I’ve been working on a special one-day sales training, specifically designed for the sports business sales team. The core of the training is about using language more effectively. Vapid language loses more sales than anything outside of not offering value. Here are some ideas to use language more aggressively to deliver sales. Focus on […]