Yesterday marked the end of Q1-2010. It went by shockingly fast, didn’t it? Did you make your quota? Did you take the plant the seeds that will ensure a successful Q2-2010? What were the significant changes that you made in your beliefs, your actions, and your daily … [Read more...]
The Case Against Trigger Events
March 30, 2010 By 14 Comments
Last week, the guys from OneSource showed me their new product, iSell. It is a Sales 2.0 enablement tool that rolls up information from a massive number of sources in a very meaningful way and with a super slick interface. Whenever they release iSell, it is worth checking … [Read more...]
The Sales Blog Interview: Tom Peters on The Little Big Things (part two)
March 28, 2010 By 5 Comments
On Friday, March 26th, 2010, I had the rare privilege of interviewing Tom Peters about his new book, The Little Big Things: 163 Ways to Pursue Excellence. I asked Tom about Brand You, the little big things in sales, the value of business acumen, the politics of change … [Read more...]
The Sales Blog Interview: Tom Peters on The Little Big Things (part one)
March 27, 2010 By 9 Comments
Yesterday I had the rare privilege of interviewing Tom Peters about his new book, The Little Big Things: 163 Ways to Pursue Excellence. I asked Tom about Brand You, the little big things in sales, the value of business acumen, the politics of change management, and Twitter. Here … [Read more...]
On Advancing the Sale: Go All The Way
March 23, 2010 By 3 Comments
In the game of football, if everything goes perfectly, almost every offensive play is designed to score a touchdown. This is true even if the team on offense only needs a few yards for a first down. In the last two weeks, I have watched as two salespeople stopped short of what … [Read more...]
Micromanage Yourself
March 21, 2010 By 5 Comments
Two kinds of people hate to be micromanaged. The first long-suffering group usually works for someone who has little to do, who has clinically-certifiable trust issues, who believes that no one can do the job as well as they can, and/or who isn’t effective enough at … [Read more...]
Your Sales Process Needs an Expiration Date
March 20, 2010 By 5 Comments
For some time, I have struggled with sales processes. I love the big timeless principles, but too often they ignore the fact that there are many paths to a deal. While I am not for winging it, sales requires the engagement in the outcomes first and foremost, the awareness to … [Read more...]
You Can Change and You Must
March 19, 2010 By 12 Comments
For solid couple months I have written here about some of the attributes and skill sets that are required to succeed in sales, and about succeeding more generally. This blog, and with any luck the book that will develop out of it, is about effectiveness. My post yesterday, … [Read more...]
Process Isn’t Enough
March 18, 2010 By 5 Comments
I have written here on numerous occasions that I am an avowed sales process agnostic. It is, in part anyway, hyperbole. I would never in a million years recommend any company go without a well designed sales process. But too many sales processes serve sales management and not … [Read more...]
Does Being a Trusted Advisor Mean That You Don’t Sell?
March 17, 2010 By 15 Comments
I used to really like the term “trusted advisor.” It used to seem like a nice term to capture some of the behaviors and attributes of the best salespeople. As of late, I cringe when I hear the words because they are too often used along with the idea of not actually behaving … [Read more...]
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