The Sales Blog
The third in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). Willie Sutton, an infamous bank robber, was once asked why he robbed banks. Sutton replied: " . . . because that's where the money is." It makes sense … [Read more...]
The second in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). No one will ever forget Blake's admonition to the real estate salesmen in Glengarry Glen Ross: "A-B-C. A-Always. B-Be. C-Closing." Blake was the … [Read more...]
The first in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites) There is an old saw about sales managers having a single button on their desk. The button is labeled: MORE! The reason they have a MORE button instead … [Read more...]
10 Essential B2B Sales Attributes (and their 10 Essential Opposites). Too often sales people and sales managers speak in absolutes. They make broad, sweeping generalizations to make a point, often a point that needs to be made in order to help the sales rep improve or succeed. … [Read more...]
It is not the strongest of the species that survives, nor the most intelligent; it is the one that is most adaptable to change. --Charles Darwin The business mantra used to be grow or die. It was said that businesses that weren't growing were shrinking, and therefore, dying. … [Read more...]
Seven days ago I came across a video on Tom Peters website. The video was called Out Read Your Competition, and I interrupted my 28 Articles series to put a quick post up before it was taken down. The following are three reasons you must read, and five ideas about … [Read more...]
Conclusion This, then, is the tribal wisdom, the folklore which those who went before you have learned. Like any folklore it needs interpretation, and contains seemingly contradictory advice. Over time, as you apply unremitting intellectual effort to study your territory, you … [Read more...]
Note: This is the only Article of the 28 that does not easily translate to sales strategies or tactics. The best that comes to mind is the continued presence and continued management of client relationships when your sales duties and responsibilities require you to reduce the … [Read more...]
Build your own solution-only attack the enemy when he gets in your way. Try not to be distracted, or forced into a series of reactive moves, by a desire to beat your competitors. Your aim should be to implement your own solutions - the "game plan" you developed earlier in the … [Read more...]
Fight the enemies strategy, not his forces. At this stage, if things are proceeding well, your competitors will go over to the offensive. Yes, the offensive - because you have created a situation so dangerous to your competitors, by threatening to displace them from the … [Read more...]
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