Selling to purchasing, or to any financial decision-maker, is wrought with problems for salespeople. First, because of the method in which purchasing buys, they necessarily turn ever purchase into a commodity purchase. This is true, even when the purchase is of a service that … [Read more...]
On Disqualifying: I’m Just Not That In To You
May 9, 2010 By 2 Comments
Disqualifying is an important part of prospecting and the development of a pipeline. Not every name that gets imported into your sales force automation software is worthy of your time and your effort. This is true even when they spend money in your category. Activity for … [Read more...]
Why Your Opportunity Requires Dissatisfaction
May 8, 2010 By 4 Comments
There are dozens of reasons that deals stall, but none more prevalent than simply failing to either elicit dissatisfaction or failure to create it. Dissatisfaction is a prerequisite to every sale. Without it, your pipeline will be full of “opportunities” that our old … [Read more...]
Smile Power: An Open Letter to Tom Peters
May 7, 2010 By 8 Comments
An Open Letter to Tom Peters Dear Tom: Thanks again for taking the time to give me an interview last month (Part One and Part Two). It meant the world to me to have an opportunity to speak with someone who has done so much to shape my beliefs about business, sales, and the … [Read more...]
The TSB Sales Attributes Interviewing Guide
May 6, 2010 By 5 Comments
Yesterday I posted The TSB Success Attributes Interviewing Guide. It contains some tough questions that can help you determine that a sales person possesses the attributes that underlie success in any endeavor (even though they are geared towards sales). These questions … [Read more...]
The TSB Success Attributes Interviewing Guide
May 5, 2010 By 4 Comments
This isn't your standard, run-of-the-mill interviewing guide. These are tough questions that help to enable you to determine whether the salesperson you are hiring is going to succeed. If you are a salesperson, this is your guide to discovering what areas you may want to … [Read more...]
What Salespeople Can Learn from Chris Brogan
May 4, 2010 By 11 Comments
This past weekend I attended the SOBCon convention in Chicago. On Saturday night I had the good fortune to meet Chris Brogan and his wife, Kat. I had never met Chris before, but I have communicated with him over email and twitter a number of times, and he has always responded … [Read more...]
The Best Way to Lose a Prospect’s Interest When Cold Calling
May 3, 2010 By 3 Comments
A few weeks ago I received an email from a first time salesperson struggling to make appointments. Her problems are many, starting with the fact that she has no sales training and no sales manager. Her question was on how to get better, and I recommended two of my favorite sales … [Read more...]
9 Sales Activities to Take This Week To Improve Your Results (and That Your Sales Management Isn’t Measuring)
May 2, 2010 By 1 Comment
1. Call and Thank Your Largest Client Maybe your largest client gets plenty of attention. Maybe they demand plenty of attention. Call three contacts at your largest client this week to thank them for their trust. 2. Call a Client to Schedule and Unscheduled Review Formal, … [Read more...]
Tough Love: Three Lies Salespeople Tell Themselves
May 1, 2010 By 3 Comments
Last night at an event, I met a couple of people involved in sales who, when they discovered what I do, asked me about how they could improve their sales. When I asked them about the challenges they faced, I heard answers that indicated to me that the biggest challenge with their … [Read more...]
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