The Sales Blog
Once in awhile you have an insight that is both simple and brilliant. Oh . . . I haven’t just had one of these. But my friend, Dave Brock, has had one, and I have been fortunate enough to discuss it with him at length. Dave’s post today, The Most Used – Useless Metric In … [Read more...]
It easy to fall into the trap of believing that there is nothing you can to do win a deal after you have presented your solution. You want a favorable decision from your dream client, and you know you faced stiff competition. But the race isn’t over until someone crosses the … [Read more...]
Producing results in sales doesn’t always seem to line up very neatly with your effort. Some days you can bang out hundreds of cold calls to no result. Other days you can make ten calls and schedule five appointments. Some of the deals you work the hardest to close don’t go … [Read more...]
Week One | Study the Iron Laws of Success: There are common attributes that all successful people possess. By reading, studying, thinking about, and applying your efforts and energies towards improving these attributes in yourself, you can become more successful at sales (and … [Read more...]
This is a short post about self-discipline, the Master Key to Sales Effectiveness. Read it with an eye towards how you spend the rest of your day. Let a it motivate you a little bit. Your Company Your company is counting on you to identify the new business that they need in … [Read more...]
There are some laws that cannot be broken no matter how hard you try. Gravity is one of these laws. You may be able to beat it for a short time, but it will relentlessly work to replant your feet on the ground. And it will win every time. Selling has some iron laws that are … [Read more...]
This one is going to sting a little. Actually, a lot. Today I had a telephone conversation with Jeb Brooks of The Brooks Group. Our conversation turned to Sales 2.0 and whether or not those who believe that Sales 1.0 is going to be replaced by Sales 2.0 are indeed … [Read more...]
Sometimes the real power resides with a decision-influencer, and that can be darn important to moving the decision-maker. But there is an equally powerful polar opposite to the decision-influencer who views you and your solution favorably. This one views you less favorably: the … [Read more...]
It is easy to focus on the end game in sales, getting caught up in selling the solution that will help your dream client to overcome their problems or capitalize on their opportunities. But the first thing your prospect has to buy is you. You are the solution! Buying You: … [Read more...]
My good friend, David Brock, chafes when I refer to sales as a blood sport. It is hyperbole for sure, but I do think it makes the point that sales is a zero sum game; one salesperson wins the deal, the rest of the competing salespeople lose the deal. David’s point is well … [Read more...]
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