The Sales Blog
Some people try to find things in this game that don't exist but football is only two things - blocking and tackling. –Vince Lombardi We human beings are novelty-seeking creatures; our attention is easily drawn to things that are new and novel, and that includes ideas. That is … [Read more...]
Last week, the guys from OneSource showed me their new product, iSell. It is a Sales 2.0 enablement tool that rolls up information from a massive number of sources in a very meaningful way and with a super slick interface. Whenever they release iSell, it is worth checking … [Read more...]
On Friday, March 26th, 2010, I had the rare privilege of interviewing Tom Peters about his new book, The Little Big Things: 163 Ways to Pursue Excellence. I asked Tom about Brand You, the little big things in sales, the value of business acumen, the politics of change … [Read more...]
Yesterday I had the rare privilege of interviewing Tom Peters about his new book, The Little Big Things: 163 Ways to Pursue Excellence. I asked Tom about Brand You, the little big things in sales, the value of business acumen, the politics of change management, and Twitter. Here … [Read more...]
Most salespeople spend too little time calling on the very best prospects, their dream clients. Most of the time this is attributed to the fact that the dream client already has a relationship with someone who provides them with what they sell. They call occasionally to … [Read more...]
A cottage industry has sprung up to serve salespeople. Well, they don’t really serve salespeople. They really serve people who work in sales, who have job titles that indicate that they might be in sales, but who really aren’t salespeople. This cottage industry markets to … [Read more...]
There was a time when knowledge was power. Knowledge was power because so few had it and because so little was known by anyone. Then knowledge was power because so few had access to education, to facts, and to information. And then it was power because it was hard to find, hard … [Read more...]
In the game of football, if everything goes perfectly, almost every offensive play is designed to score a touchdown. This is true even if the team on offense only needs a few yards for a first down. In the last two weeks, I have watched as two salespeople stopped short of what … [Read more...]
My list of success attributes numbers eleven. It will soon number twelve, with the addition of Adaptability. I have had comments here agreeing with my choices of success and sales attributes, and I have had comments that disagreed with both my language choices (as I am prone to … [Read more...]
Two kinds of people hate to be micromanaged. The first long-suffering group usually works for someone who has little to do, who has clinically-certifiable trust issues, who believes that no one can do the job as well as they can, and/or who isn’t effective enough at … [Read more...]
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