The Sales Blog
It’s about creating value. I resisted selling early in my life because I believed salespeople took advantage of other people. I thought that they were sleazy, self-oriented, and manipulative. Only later did I learn that it was all about helping other people get the results they … [Read more...]
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. I've been compensated to contribute to this program, but the opinions expressed in … [Read more...]
Everything matters. If you own a restaurant, the value that you create isn’t found only in the food you serve. It’s found in all of the little details. It’s found in your service. It’s found in your decor. It’s absolutely found in the cleanliness of your restaurant. … [Read more...]
If your business model isn’t lowest price, and it almost certainly isn’t, then you can’t afford to sell price. As much as you believe it would make it easier to sell, it would do nothing to help your produce better sales results. Here are a few reasons why. Execution Is … [Read more...]
Have you ever been faced with a problem and, in an attempt to solve it, shared ideas only to have your ideas shot down by everyone in the room? Have you ever left a meeting where nothing was decided because every idea presented was immediately dismissed as wrong, too difficult, … [Read more...]
Selling well is a balance between conflict and collaboration. The more—and faster—you can move away from conflict and towards collaboration, the better. But conflict is built in. Conflict at the Start The conflict begins at the very onset of the relationship. You want a … [Read more...]
Bob Burg is a sought after speaker for corporate and entrepreneurial events. He has authored four books that have sold over 250,000 copies each. Bob is also a defender of free markets, and we share a lot of beliefs when it comes to economics, how value is created, and how value … [Read more...]
So many things in sales are outside of your control. This means that you have to be exceptional at all of the things that are within your control. You don’t have any control over the relationship that your dream client has with your competitor, whether they are deeply in love … [Read more...]
The easy answer is that you should all of the time be proud of your profession. But, if you haven’t fully embraced you life in sales, well, that’s another story altogether. If what you sell creates value for your clients and customers, you should be proud to sell. And your … [Read more...]
No doubt you've had the experience of a prospective client asking you what makes you different so that they could justify, both to themselves and to others, why they’re spending time with you. If you were on your game, you snapped back with an answer that differentiated you and … [Read more...]
Leaving A Trail of Negativity Behind You