I have always been a fan of Ben Stein, particularly his biographical writings and his personal development books. His piece in this week's New York Times is wonderful! If you wonder how some of us stay optimistic and retain the ability to sell through the economic downturn, … [Read more...]
There is no right or wrong, only effective and ineffective
April 27, 2009 By Leave a Comment
Last week I posted on my admitted agnosticism as to sales processes. Process becomes a problem when it turns in to right and wrong. What happens when we start to divide activities in to right and wrong,is that we cut ourselves off from possibilities. Or worse still, we believe … [Read more...]
Weekend Reading for April 25th, 2009
April 25, 2009 By Leave a Comment
As the recession drags on interminably, we sales professionals need to consider when we might expect a recovery and what that recovery might look like. Then, we must act accordingly. David Wessel in the Wall Street Journal: Long Odds? Three Scenarios for the Economy's … [Read more...]
100 Ways to Succeed in Sales
April 24, 2009 By Leave a Comment
This is the compilation page for my 100 Ways to Succeed in Sales (which is sure to number more than 100). The following links will take you to each of the individual posts. Enjoy, and go succeed!100 Ways to Succeed In Sales: #8 Sell Within Your Own Organization 100 Ways to … [Read more...]
Comments Policy
April 23, 2009 By Leave a Comment
Hat tip to Fabius Maximus for the inspiration, ideas and the content for this comment policy. Comments PolicyComments must be: Civil (it is okay to disagree, but don't be disagreeable). Legal (avoid libel and copyright infringement) Topical (if you are really looking for a link … [Read more...]
Why I am Sales Process Agnostic (and why you should be too)
April 23, 2009 By 2 Comments
Let's start with the disclaimer. I am not saying that you should not have a sales process! That would be stupid and criminal. Having a plan with defined milestones makes perfect sense, and if you don't have a defined process you are not as successful as you could be. … [Read more...]
Five Books Every B2B Sales Rep Must Read
April 7, 2009 By 3 Comments
SPIN Selling by Neil Rackham. This is my first choice for every B2B Sales Rep's nightstand. First of all, much is made of closing sales. But as sales grow larger and more complex, closing strategies are not effective in and of themselves. Rackham lays out a model for … [Read more...]
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