Latest from The Sales Blog
There are few reasons salespeople don’t perform as well as they are able—or as well as their companies need them to. You can get super-sophisticated and look at all kinds of data, analyze their approaches, and look at their tools, but in the…Continue Reading
Never give up. Never give in. Given enough focus, time, and energy, all obstacles yield.
There was the one time a client said, “We will never work with you again.” They worked with me and my company again. There was one stakeholder who…Continue Reading
What you are willing to be accountable for is a large part of how your client perceives you and the value you create. If you want to be considered something more than a vendor or supplier, increasing your accountability will move you up levels.
If you look to see the differences between people who are succeeding and those who are struggling, you will notice that those who are succeeding have a strong sense of personal leadership. Those who are more successful lead themselves.
First, a disclaimer. I am not political, nor is the point I want to make here.
A company called Cambridge Analytica, a firm that “harvested private information from the Facebook profiles of 50 million users without their permission . . .…Continue Reading
For a long time, salespeople were taught to start their pursuit of their dream client as high up in the organization as possible. The idea was that by starting high in the organization, you could gain the support of “the authority,” and their…Continue Reading
One of the ways that you can immediately increase the number of appointments you schedule is to speed up the pace of those communications, i.e. move them closer together.
Let’s say you are going to call a prospective client four times over the…Continue Reading
There are some who present ideas as if they are truths that one must follow to improve their sales. Here is a field guide to frauds.
The “Is Dead” Fraud: Those who insist that some prospecting methods no longer work. The more one insists that…Continue Reading