Lies, Mistruths, and Fabrications In Your Sales Forecast

alt text image of half-truth + half-truth doesn't equal the truth

Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your forecast on principal. These “close dates” are your sales quarters, and they have nothing whatsoever to with the date that your prospective client is going … [Read more...]

Five Lies About Selling

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Here are five lies about sales and selling. Don't believe them. Solutions Selling is Dead: Pure, unadulterated bullshit. Has selling changed? Absolutely. Has buying changed? Perhaps, but not as much as is being touted (at least not in B2B sales). The idea behind solutions … [Read more...]

Lying Isn’t a Strategy

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Today, I am disappointed. Sad, really. My phone rang. I answered. It was someone who works for me. She said, “[Salesperson] is on the line. She insists she has an appointment with you at 2:30 PM.” I live on my calendar. How could I have been so careless? I open my calendar app, … [Read more...]

Lies of Omission

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Most salespeople are honest and ethical. But it’s not so much because the balance of power between buyer and seller has changed as it pertains to who has information. And it’s not because the Internet allows buyers to turn the tables on sellers and sales organization, although … [Read more...]

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