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...]
Sales 2.0 Still Doesn’t Replace Sales 1.0
June 11, 2010 By 15 Comments
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...]
How To Build Your Confidence in Sales
June 3, 2010 By 2 Comments
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...]
Is Your Vision of Yourself Big Enough?
June 1, 2010 By 4 Comments
Too many people have a vision of themselves that is simply too small. Their vision is limited by what other people think, by what other people believe, or by their limited exposure to people with bigger visions. Small-visioned people lead quiet lives, conforming to the norms of … [Read more...]
The TSB Sales Attributes Interviewing Guide
May 6, 2010 By 5 Comments
Yesterday I posted The TSB Success Attributes Interviewing Guide. It contains some tough questions that can help you determine that a sales person possesses the attributes that underlie success in any endeavor (even though they are geared towards sales). These questions … [Read more...]
Would You Buy a Brick from Ogilvy?
April 3, 2010 By
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...]
Sales Effectiveness is Execution of the Fundamentals
March 31, 2010 By 3 Comments
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...]
Day Two at The Conference Board’s Senior Sales Executive Conference
February 24, 2010 By Leave a Comment
The focus of this year’s conference was Sales Operations as a Strategic Revenue Growth Asset. Today featured a number of presentations from practitioners, all of whom took a deeper dive into some of the themes from yesterday. Spread Too Thin One of the developing themes is … [Read more...]
Four Themes from The Conference Board’s Senior Sales Executive Conference
February 23, 2010 By 3 Comments
Four Themes from The Conference Board's Senior Sales Executive Conference I had every intention of making four or five posts today live from the floor of The Conference Board’s Senior Sales Executive Conference. The conference is a wonderful room in the Hyatt Regency, but it … [Read more...]
Leadership: The Ability to Generate Results Through Others
February 15, 2010 By 4 Comments
What is Leadership? The definition of leadership is too ambitious for this humble blog post: there are too many opinions and they vary to widely. Let’s just say for our purposes it means guiding others to get results. It is the act of determining a direction and course of … [Read more...]
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