The Sales Blog
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...]
Rejection is part of sales. Your offer isn't right for every prospect. Some of the prospects your offer is right for don't choose you even when you have done everything right. And then there's prospecting and cold calling. The fear of rejection, in it's worst form, manifests … [Read more...]
Not everything about the old sales tools, techniques and processes were good and some were dreadful. But they weren't all bad. Some of the reason the old tools sound "sales-y" is because the object was to sell something. That outcome hasn't changed. Not … [Read more...]
Mark Hunter at The Sales Hunter inspires me with this post on Cold Calling. Mark points out that cold calling "gets bashed too much." It does, and I can tell you why. There are two reasons that cold calling takes a beating. The first reason is that most salespeople aren't very … [Read more...]
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