Most salespeople believe that they have the greatest ability to sell and to influence a deal in their direction during their final presentation. Simply put, they are wrong. The time that you have the best opportunity to really sell and to really advance your opportunity is at … [Read more...]

There aren’t many things that come easier to a sales manager than being frustrated with their sales team’s results. Sales managers flip back and forth between wanting to “fix” their underperforming salespeople and wanting to fire them. Neither approach is the right first … [Read more...]

At some point in the sales process—especially if there is a competition—you are going to make a presentation to your dream client. Even though some event may be necessary to advance your deal, your dream client doesn’t want what most salespeople believe is a … [Read more...]

You must respect your competition, but that doesn’t mean you have to fear them. Even if they are bigger, and even if you feel that they have advantages that should allow them to easily win. Your competition is human, and that means that, even though may have certain skills or … [Read more...]

No matter how good your product or service, no matter how excited you are about it, no matter how much you believe—and you absolutely must believe—you don’t sell what you want to sell. … [Read more...]

The game of sales is as much art as it is science. But that doesn’t mean that there aren’t rules that apply and that need to be observed in order to succeed. Succeeding means knowing when you need science, and when you need art. … [Read more...]

Much of what I have written here is about competition and winning in sales. Much of the time we find ourselves competing against others salespeople and sales organizations for an opportunity with our dream clients, and it is important to maintain a competitive spirit and to know … [Read more...]

Before you can win any deal, you first have to get in. That means prospecting, finding the right contact, and then having something meaningful to say. IntroMojo can help you get in--and maybe find something meaningful to say, too. … [Read more...]

A pint of sweat saves a gallon of blood. --General George S. Patton I don’t believe that activity by itself is enough to solve all sales problems, although it is damn effective when low activity it the primary problem. One of the primary problems with low activity is that … [Read more...]

Sales is a blood sport. It is a zero sum game; somebody wins and somebody loses. Because this is true, it is easy to lose sight of your one true strategic objective in sales. … [Read more...]