The Sales Blog
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...]
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...]
Are you approaching your work with excellence as your primary goal and outcome? If you are what you repeatedly do, as Aristotle famously said, are you practicing the habit of excellence? It's easy to be mediocre. If you look at a bell curve, you've got very poor performance on … [Read more...]
When opening relationships is more difficult than closing, why wouldn’t you have a strategy for getting in at any level? Why stick to the C-Suite? If you come in at the highest level, you’ve probably found the authority you need, the person who will sign an agreement. You … [Read more...]
As a salesperson, you own the outcomes you sell. You are accountable for the results that you promise. But being accountable for the outcomes doesn't make you accountable for the transactions that make up those outcomes. It makes you accountable for orchestrating the team that … [Read more...]
Leaving A Trail of Negativity Behind You