The Sales Blog
I just finished reading Sebastian Junger’s brilliant new book, War. Junger was embedded with a company of the 173rd Airborne in the Korengal valley, where the war in Afghanistan is being fought. I loved the book, but I wouldn’t recommend it unless you are prepared to have … [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...]
Build the Success Attributes There is no better—or faster—way to build your self-confidence than to build your competency in the foundational success attributes and the foundational sales attributes. The more you gain in these competencies, the more your confidence … [Read more...]
An Open Letter to Tom Peters Dear Tom: Thanks again for taking the time to give me an interview last month (Part One and Part Two). It meant the world to me to have an opportunity to speak with someone who has done so much to shape my beliefs about business, sales, and the … [Read more...]
This isn't your standard, run-of-the-mill interviewing guide. These are tough questions that help to enable you to determine whether the salesperson you are hiring is going to succeed. If you are a salesperson, this is your guide to discovering what areas you may want to … [Read more...]
The idea for this post has been on my mind for months but has never made the editorial calendar until yesterday. Yesterday, my friend Jim Keenan wrote a post about his experience with his electric company. I won’t retell the story here; I’ll let Jim tell his story. But … [Read more...]
You cannot control when and whether you dream clients are dissatisfied enough to consider your offer. You can control how much time you spend prospecting. You can control whether or not you have an effective plan for nurturing relationships over time. You can control … [Read more...]
About every 90 days I receive a call from a company that sells a service that I use. I am more than qualified. Each time they call, they say the very same thing: “I am just calling to check in.” And each time they call, I politely thank them for checking in and tell them that … [Read more...]
Yesterday David Brock wrote two posts on his blog, the first post on Ogilivy’s The World’s Greatest Salesperson Contest which requires contestants to make a two-minute video selling a brick. This first post generated quite a few comments, including a comment from Ogilivy, and … [Read more...]
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