The Sales Blog
Some people live in poverty. Real, physical poverty. They can’t meet life’s basic fundamental needs, like food, water, shelter, and clothing. Too many people are truly impoverished, and they deserve our help. But there is another kind of poverty. This kind of poverty is far … [Read more...]
So, you say you would do anything to succeed, anything to have that level of success? But would you really do anything? Would you set your alarm clock to wake you an hour and half earlier each morning and rise without hitting the snooze button? Does your mission motivate you to … [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...]
Every couple months I get a phone call that goes something like this, "Did you get the email I sent you?" I respond by saying, "I don’t think so. When did you send it?" The sender responds by saying, "Just now." And with that statement, they reveal themselves. They are of the … [Read more...]
When I teach undergraduates my Personal Selling course (a survey on business-to-business sales), I begin the class by asking the students to tell me what words they would use to describe salespeople. Without failure, I hear words like “greedy,” “selfish,” and … [Read more...]
I've been working on a little project with my friend, Gerhard Gschwandtner. We're calling it The Sales Leadership Talk Show. Check out the latest episode here, where we discuss: Jeff Gitomer's idea that 24/7 is the new 9/5 and his thoughts on working harder - … [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...]
Those of us who write and speak about selling today are often guilty of communicating as if each idea is a universal truth. Most of what we write our broad generalizations. This is what makes them useful. You can understand the idea and use it where it’s beneficial to do … [Read more...]
Leaving A Trail of Negativity Behind You