The Sales Blog
The space at the bottom of your sales funnel is just wide enough for you to get a deal through. You can think of the size of the bottom of your sales funnel as your personal sales capacity. It represents your ability to get a deal from target to won. Most of your deals will … [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...]
You made the call, you scheduled the appointment, you did your discovery, and you made your diagnosis. You discovered the truth of your dream client’s problems, you helped create a vision of a better outcome and a better future, and you won the deal. Congratulations! Your sales … [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...]
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...]
I am always interested in reading your feedback and your comments to my thoughts and my posts. I received a lot of comments, emails, and links to my post on how not to sell on price. This comment from Ghassan Alkhlout popped up in my email from one of the groups I subscribe to … [Read more...]
Your dream client is going is going to ask you to provide proof that you can achieve the results that you promise when you tell your story. Often times you provide proof in the way of references, your existing dream clients who you believe will say the nicest things about you and … [Read more...]
I have written here about salespeople in name only, those who want to sell without selling, those who don’t want to sound like a salesperson, those who wish to be trusted advisors (even when that means that they cannot ask for commitments), and those who believe that they are … [Read more...]
Anthony: I am rereading your book with great interest. One thing that dawns on me is that you originally wrote this book in 1970. Is that correct? Mack: That is correct. Anthony: So for 40 years salespeople have been calling themselves consultative sellers and acting in … [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...]
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