There are far too many skills and attributes that a salesperson must possess in order to succeed to limit them to 10 essentials. This is more in a line of posts that discuss what salespeople are told as conventional wisdom and the opposite of that belief, which is always just as … [Read more...]
10 Essentials: Knowing How to Help vs. Being Open to Exploring Possibilities
January 16, 2010 By 4 Comments
10 Essentials: Company Brand vs. My Brand
December 8, 2009 By 9 Comments
The final in a series ten posts titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). Representing the Company Brand Every company has a brand. That brand stands for something. It means something. One thing a brand does for a company is to separate … [Read more...]
10 Essentials: Sales Acumen vs. Business Acumen
December 7, 2009 By 7 Comments
The ninth in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). Sales Acumen Acumen doesn't mean knowledge. It means something more. It means having an insight, a perception, a sharpness. Great salespeople have … [Read more...]
10 Essentials: Knowing My Business vs. Knowing My Customer’s Business
December 6, 2009 By 5 Comments
The eighth in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). I Know My Business Great salespeople know their business. They have a deep understanding of their products, their service offerings, and their … [Read more...]
10 Essentials: Selling Outside vs. Selling Inside
December 4, 2009 By 7 Comments
The seventh in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). I promise this is not an episode of Theater of the Obvious. Of course the salesperson's role is to obtain customers by selling outside their … [Read more...]
10 Essentials: Commissions vs. Customer’s Success
December 3, 2009 By 3 Comments
The sixth in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). Commissions Great salespeople make great money. Many of them take a position in sales because it allows them to earn a compensation based (in part, … [Read more...]
10 Essentials: Adaptable vs. Prepared
December 2, 2009 By 4 Comments
The fifth in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). Adaptable Once you step through the prospect's door there is no telling what you may encounter. The prospect could throw out concerns to test your … [Read more...]
10 Essentials: Great Communicator vs. Great Listener
December 1, 2009 By 5 Comments
The fourth in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). If you have not seen the first three seasons of Mad Men, buy them from iTunes, go to the library and borrow them, or set up your DVR to record them. … [Read more...]
10 Essentials: Persistent vs. Respectful
November 30, 2009 By 2 Comments
The third in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). Willie Sutton, an infamous bank robber, was once asked why he robbed banks. Sutton replied: " . . . because that's where the money is." It makes sense … [Read more...]
10 Essentials: Closer vs. Opener
November 29, 2009 By 8 Comments
The second in series of ten posts in a series titled: 10 Essential B2B Sales Rep Attributes (and their 10 Essential Opposites). No one will ever forget Blake's admonition to the real estate salesmen in Glengarry Glen Ross: "A-B-C. A-Always. B-Be. C-Closing." Blake was the … [Read more...]
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