The Sales Blog
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...]
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...]
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...]
It's Summertime and The Living Is Easy Early in my sales career, I was fortunate enough to win a number of really big clients in short order. I won a large government contract with a bit of pricing strategy and the ability to meticulously follow the purchasing agent’s … [Read more...]
A few weeks ago I received an email from a first time salesperson struggling to make appointments. Her problems are many, starting with the fact that she has no sales training and no sales manager. Her question was on how to get better, and I recommended two of my favorite sales … [Read more...]
There is almost nothing that reveals as much about a salesperson’s overall effectiveness as does their client list. Effective Salespeople: Clients are Harder to Win and Make an Impact When you review effective salespeople’s client lists, you often find that they contain a … [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...]
You have been working on your best client for months. Maybe years. You have developed the relationships. You have discovered every bit of dissatisfaction. You have worked with them to build a vision of how to achieve a better outcome. You have presented your solution. You have … [Read more...]
No sales process is perfect. In fact, they aren’t supposed to be. The sales process is a road map that can be followed, marking the milestones that need to be accomplished on the way to a deal. Regardless of the process, the sales organization still needs to be passionately … [Read more...]
You can read more about me at my About page.
Stay Connected