The Sales Blog
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...]
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...]
Sometimes the real power resides with a decision-influencer, and that can be darn important to moving the decision-maker. But there is an equally powerful polar opposite to the decision-influencer who views you and your solution favorably. This one views you less favorably: the … [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...]
The language "overcoming objections" doesn’t work for me. First, the idea of an objection is often too strong to describe what it is we encounter in sales. Second, the idea of “overcoming” brings with it the idea that by doing so you win and the person “objecting” loses … [Read more...]
Inevitably, you will be late to a meeting at some point; an important sales call will run over the time you allotted, there will be an unexpected traffic problem, the school will call you about your sick child at the most inopportune time. These things happen. But some … [Read more...]
Meet the New Boss Very early in my career in sales, I had a sales manager who, without meaning to, taught me a lot about sales. After I was hired, she marched into my office with one of her minions, and she dropped to small stacks of paper on my desk. The first stack was her … [Read more...]
This isn't your standard, run-of-the-mill interviewing guide. These are tough questions that help to enable you to determine whether the salesperson you are hiring is going to succeed. If you are a salesperson, this is your guide to discovering what areas you may want to … [Read more...]
1. Call and Thank Your Largest Client Maybe your largest client gets plenty of attention. Maybe they demand plenty of attention. Call three contacts at your largest client this week to thank them for their trust. 2. Call a Client to Schedule and Unscheduled Review Formal, … [Read more...]
Last night at an event, I met a couple of people involved in sales who, when they discovered what I do, asked me about how they could improve their sales. When I asked them about the challenges they faced, I heard answers that indicated to me that the biggest challenge with their … [Read more...]
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