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...]
Written Sales Material and the Sex Life of Bolivian Bullfrogs
May 25, 2010 By 6 Comments
In my senior year of high school, I was required to take a class called Principles of Democracy. The class was an American History class, and it included material on the formation of the United States, as well as the principles and formation of our government. I was seventeen … [Read more...]
You Are Already Using Scripts. Now Write Them!
April 9, 2010 By 2 Comments
Every salesperson uses a script. Period. Many salespeople deny that they are using scripts. This is not true. What is true instead is that they use a script that they have never spent the appropriate amount of time or energy to craft as well as they should have and one that … [Read more...]
What Do You Sell? A Lesson in Personal Branding
April 7, 2010 By 2 Comments
Yesterday, a story about Tiger Woods’ lost endorsement deals appeared on Yahoo! Sports. The title, “Woods Financial Losses May Be Short Lived,” caught my attention, but it was really two lines in the story that are worth thinking about. The first line was a quote from … [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...]
Call Your Dream Client. Now!
March 26, 2010 By 8 Comments
Most salespeople spend too little time calling on the very best prospects, their dream clients. Most of the time this is attributed to the fact that the dream client already has a relationship with someone who provides them with what they sell. They call occasionally to … [Read more...]
3 Ways to Differentiate Yourself and Your Offering in Sales
March 7, 2010 By 7 Comments
1. Possess the Foundational Attributes The first and most important thing to be able to differentiate is you. It answers the question: “What makes you different, and why should spend time with or buy from you?” There were two comments on this week’s post 2 Ways to … [Read more...]
Manage Outcomes: The Ability to Achieve Results
February 16, 2010 By 8 Comments
The tenth and final sales-related skill set is the ability to manage outcomes. It is built on the foundational success attributes and skills (self-discipline, optimism, competitiveness, initiative, resourcefulness, determination, caring, empathy, communication, and influence), as … [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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