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...]
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...]
While you were sleeping, your fiercest competitor stayed up late into the evening reading a book that is going to help them bring their A-game up a level. In fact, two levels. While you were sleeping, your fiercest competitor was already out of bed and at the gym working … [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...]
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...]
How do you win new clients? What are the underlying conditions that precede an opportunity for you to compete for their business? It’s far easier to point out all of the behaviors that put our competitor’s clients at risk, and much harder to identify the behaviors in … [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...]
People get into sales for different reasons. Some people love selling. Some of us end up forced into the role by someone who recognizes something in us that indicates we can and will succeed in sales. Lots of people get into sales because of the potential to earn … [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...]
Some people try to find things in this game that don't exist but football is only two things - blocking and tackling. –Vince Lombardi We human beings are novelty-seeking creatures; our attention is easily drawn to things that are new and novel, and that includes ideas. That is … [Read more...]
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