Why Sales and Success Are Intertwined

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You can’t talk about sales without also talking about success. The two ideas are so intertwined that they cannot be separated. The reason? Sales quickly exposes any weaknesses and rewards the attributes, beliefs, and behaviors that lead to success. You won’t succeed in sales … [Read more...]

What Are You Known For?

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My friend Chris Brogan is known for helping entrepreneurial, owner-types find ways to build sustainable business models. He’s also known for integrating health and business. Dave Brock is known for helping sales organizations improve their processes, including their sales … [Read more...]

Stop Being Transactional and Start Being Consultative

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Stop trying to sell product and start focusing on how you help your client with business outcomes. Stop trying to talk features and benefits and start developing the business chops that is business acumen and situational knowledge (You need to sound like you work in business, … [Read more...]

On Failing to Acquire Opportunities

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The heart of growing your revenue is opportunity acquisition. More opportunities equals more sales (provided you win at the same rate and the average deal size is the same). But some sales organizations (and some salespeople) fail to acquire enough opportunities to grow. Failure … [Read more...]

A Cheap Sales Force Is An Expensive Problem

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From time to time I hear from entrepreneurs who want to grow their revenue without investing in a sales force. Some want to put no money at risk, but they want the results that only come from real investments. They want to be cheap for different reasons, but it’s often a … [Read more...]

What They Did to Succeed

What They Did to Succeed

Some dreamed. Some talked about doing something. They started. Some listened to others. Some heard the voice of the critics. They ignored the others. They didn’t even hear the critics. Some never tried because they were too afraid to fail. They failed. Some never tried, … [Read more...]

Two Rules for New Entrepreneurs

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Rule Number One: You Are In Sales. Sell. It doesn’t matter what your entrepreneurial endeavor is, your primary job at the beginning of your adventure is client acquisition, i.e. SELLING. You started your business because you recognized a need in the market. You developed a plan … [Read more...]