Andrew Sobel, Author at Andrew Sobel - Page 26 of 49

First Meeting Assessment

Relationship Evaluation

Best Practices for Building C-Suite Relationships

Six Essential Roles You Should Play with Client Executives

Have you ever gotten a call from a client who said, “I just want to run something by you”? Perhaps on a different day that same client asked you, “How’s my team doing?” On yet a different occasion he or she may have pushed you to talk about what you’re seeing out in the marketplace and how other companies are dealing with the same issue. You may not explicitly think about it this way, but in fact you play quite different roles with your clients. I have identified the six most common and important ones. Each is valuable in its own right. By recognizing these roles and cultivating them intentionally with your clients, you will add more value and dramatically strengthen your relationships. 

Six Essential Roles You Should Play with Client Executives

Have you ever gotten a call from a client who said, “I just want to run something by you”? Perhaps on a different day that same client asked you, “How’s my team doing?” On yet a different occasion he or she may have pushed you to talk about what you’re seeing out in the marketplace […]

The Company We Keep: Is It Hurting or Helping Our Reputation?

  Former CIA head and four-star general David Petreus is man of extraordinary accomplishments and service to his country. And so is General John Allen. But both their reputations have been diminished by their friendship with Jill Kelley in Tampa, Florida.  

Misconceptions About Using Questions in the Sales Process

  Advice abounds on "asking good questions" during the sales process. I believe much of it is confusing or even misleading. My clients and readers have enjoyed Power Questions, but have asked for more detailed guidance about the use of questions specifically in sales and business development. In response, I have just published a short ebook entitled Power Questions to Win the Sale. It's available in all ebook reader formats. My next few blogs are based on it.  Here are some examples of what I mean by misleading advice about asking questions:    

How to Get More Leads from Your Network

"How do I get more leads out of my network?" That’s a question I get asked a lot these days. Everyone has lists of contacts. Everyone has past clients. Some of them may need what you offer—right now. But how do you make the connection in a way doesn’t feel like you’re a door-to-door salesman? How do you get someone interested in having a meeting with you? (The quick answer is your answer to the same question: What gets you interested in meeting with someone who offers a product or service?) Addressing this challenge is not as difficult as it may seem. In this newsletter I’ve laid out a very straightforward set of principles and strategies that will help you create new leads out of your network. First, there are four principles that should guide you: