No Control In sales, we spend a lot of time working on getting other people to do something. We want them to commit to taking the next step. We want them to speak with us about the biggest issues facing their business in hopes that we can help them. We want them to give us … [Read more...]
100 Ways to Succeed in Sales: #10: Know You Can Only Control Your Own Actions
December 14, 2009 By 2 Comments
To Sell Now, How Much Better Do You Have To Be?
September 16, 2009 By 3 Comments
Business Week's Matthew Boyle has a post titled The Changing Nature of Sales on a new Watson Wyatt poll of Sales Executives. The money quote: While historically sales teams have largely been assessed on “pure sales” metrics like revenue and volume, many companies are now … [Read more...]
100 Ways to Succeed in Sales: #9 Sell Where Value Can Be Created
August 22, 2009 By 1 Comment
Sometimes a prospect buys a massive amount of whatever it is you sell. This makes them look like a great prospect. Unfortunately, this isn't always true; sometimes they may be a terrible prospect and should be avoided completely. The question as to whether or not the prospect … [Read more...]
100 Ways to Succeed in Sales: #8.1 Sell Within Your Own Organization II
July 29, 2009 By Leave a Comment
What about up? In 100 Ways to Succeed in Sales 8: Sell Within Your Own Organization I, I noted how important it is for a salesperson to wire their own company exactly the same way they wire the prospect's: by building relationships, delivering value before claiming … [Read more...]
100 Ways to Succeed in Sales: # 8 Sell Within Your Own Organization
July 28, 2009 By 1 Comment
There may be no harder lesson to learn in sales. Half of the sale takes place with the prospect. For great salespeople the other half takes place within their own organization. These professionals use the same skill sets that allow them to penetrate and create relationships deep … [Read more...]
100 Ways to Succeed in Sales: # 7 Don’t Sell to Those With No Orders
July 27, 2009 By Leave a Comment
During tough economic times, it is easy to fall into the trap of simply doubling your effort. If your closing percentage fell by 50%, then you must double the number of prospects in order to generate the same sales. This is an activity-based solution that isn't always sound … [Read more...]
100 Ways to Succeed in Sales: #6 Make a List of Dream Clients
March 4, 2009 By 4 Comments
We all have prospects that we would love to have as clients. Make a list of these prospects . . . but before you do, let's lay out the ground rules for deciding just who gets on this list. Your first instinct will be to add the prospects that offer you the greatest actual … [Read more...]
100 Ways to Succeed in Sales: #5 Have a Presence
November 7, 2008 By 1 Comment
Face it, long distance relationships don't work. Nowhere is this more true than in business to business sales. You may have the greatest product or service in your market space, but if your prospects (and clients) never see you, if you don't have meaningful relationships based on … [Read more...]
100 Ways to Succeed in Sales: #4 Love a Good Fight
September 1, 2008 By Leave a Comment
One of the primary attributes necessary for success in sales is a competitive nature. You have to love a good fight! Why is this necessary? Because sales is a zero sum game. When we compete for a prospect, one of us is going to win the customer, and the rest of us competing for … [Read more...]
100 Ways to Succeed in Sales: #3 Differentiate
August 25, 2008 By Leave a Comment
I know your industry is full of whores (whose isn't?). But that's no reason to dress up in sexy outfits, walk the streets at night, and lean in car windows to talk to strangers. The fact of the matter is, if you look and act exactly like your competitors, you will be treated … [Read more...]
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