The Sales Blog
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...]
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...]
Much of what has been written here focuses on what we as professional salespeople do and how we can improve, including the foundational attributes required to succeed, the foundational attributes and skills required of sales professionals, and the behaviors that enable success in … [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...]
The list of factors it takes to succeed in sales is long. It is even more difficult to build or improve your effectiveness in all of the attributes. Each attribute is an enabler of other attributes, and they are cumulative; they build on each other. The whole is much more than … [Read more...]
Is This The Right Call To Make? Now that you have scheduled your sales call, it seems as if it might be too late to ask this question. It’s not. It is still a necessary question to ask, and it often prevents wasting your time and your dream client’s time. It can also keep … [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...]
A week ago, Andrew Rudin at Customer Think posted a thought-provoking article titled Seven Sales Topics That Need to Die. And Seven That Need to Be Heard. He was riffing on Amber Naslund’s 9 Social Media Topics That Need to Die. Maybe my piling on turns this into a meme, but I … [Read more...]
There are all kinds of ideas about how you should open a sales call. Some people believe that you need to build rapport before you focus on the purpose of your call. Others believe that you should save the rapport building until the end of the sales call, after you have completed … [Read more...]
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