Recent Posts by Jon Aguilar

“I’m running on fumes right now.”  “Wow, that customer I called was NOT happy.” “Ugh, I hate having to log interactions.” These are a few of the unpleasant thoughts many sellers express on a daily basis. I would know, because they were some of my own thoughts when I was in sales. Your sellers probably think the same, since most days they continue to perform the same processes from punch-in to punch-out like the noble worker bee. Upper management may brush off complaints like...

It’s natural to fight to protect what we work so hard to achieve. But, that battle is exponentially heightened in the business-to-business (B2B) space. Acquiring new customers can be such a slow and complex process that it can take several years to build a well-stocked customer base. Yet the real challenge today isn’t acquiring new customers. It’s keeping them. If 80% of any given company’s profit comes from 20% of their best customers, if a handful of customers take...

If you’ve ever been a corporate seller, then you’ve probably gone through some sort of training. You’re taught to listen to your customer’s pains, and then use your product and industry expertise to find the best offer to resolve their issues. This practical approach is called ‘solution selling’, a methodology that’s been a leader in selling best practices since the 1970’s. As a corporate seller, you’ve also probably had your fair share of getting rejected by prospects. I know...