Salespeople that sell products can get all wrapped up in believing that because their product is the very best that they have only to sell its superiority over its competitors to win. They believe that because their product is so clearly the best, it will make the sale for … [Read more...]

Some people are born with natural leadership abilities. They believe that they can make a difference, and they are willing to own a difficult outcome. They don’t wait for someone to give them permission or authority to lead. They just lead. Even so, learning to lead is a … [Read more...]

I had coffee with a client last week, and he told me this story. It’s true, and the lesson is worth the price of admission. A Successful Win of a Dream Client? My client’s salesperson had called on their dream client for a long time. As luck and circumstances would have … [Read more...]

A commenter on LinkedIn questioned my assertion that the first metric is, and should be, new opened opportunities. He suggested that "more" doesn't necessarily mean better, and the demand for more opportunities often leads to unqualified opportunities. He asked for a further … [Read more...]

When pursuing opportunities with your dream clients, you spend time learning. You learn about their business. You discover and explore their needs. You meet many of the stakeholders that you need to know to understand their needs, to capture and create a vision, and to win the … [Read more...]

You need someone to hold you accountable for producing results. That someone needs to be on your back night and day, asking the questions that drive you to reach your goals and to do the best work you are capable of. That someone needs be a relentless taskmaster, reminding you to … [Read more...]

It’s sometimes tough to understand the decisions that leaders make. The big decisions, the really important ones, are never easily made and they never please everyone. Oftentimes, the most important decisions make people unhappy because they disrupt the status quo. But, … [Read more...]

So, you've worked at your present company for another year. You've served your time, and now you believe you are entitled to a pay increase. Other people in other roles are getting some sort of increase, even if it is a small cost of living increase. You believe you are entitled … [Read more...]

Sales can be an unforgiving endeavor. If you don’t do what you are supposed to do, when you are supposed to do it, as well as it needs to be done, you will missmaking your number. The clock is always working against you, and you have to bring your A-game every day. Because … [Read more...]

If there is only one activity that you can take to immediately improve your sales results, it is prospecting. Some salespeople run into trouble with prospecting because they define the activity too narrowly, and because they devote too little time to taking all of the … [Read more...]