Archive for March, 2011

It’s really just that easy. One day, you wake up and you effortlessly sell more effectively than you ever imagined possible. The only trouble is that there are thousands of days between today and that day.

Practice Makes Perfect

I have always…

Yesterday I read Roger Lowenstein’s review of Onward, by Howard Schulz, the CEO of Starbucks. I haven’t read the book, but I vehemently disagree with a couple of points Mr. Lowenstein tries to make. In fact, I hope to ensure that he fails to…

Lately I have spent a lot of time thinking about how many sales organizations sell price and why they do so. Here are a few of those observations.

1. A big box retailer sells at the unconditional lowest prices. To do so, they require that all…

Yes there are two paths you can by, but in the long run, there’s still time to change the road your on.

Led Zeppelin Stairway to Heaven

Inverse Relationships

The value of the dream client you are pursuing is inversely proportional to their

C-level executives have always had some easily observable communication preferences. Their first preference has always been a face-to-face meeting. Their second preference has historically been the telephone (which is why cold calling skills have…

Some salespeople are blessed with a natural ability to think on their feet. In client interactions, they thrive on the hardball questions and the give and take that allows them to utilize their abilities. Planning the sales calls seems both…

This Wired Magazine article (Which Traits Predict Success, The Importance of Grit) is, perhaps, the most important article you will read this year as it pertains to improving your sales results—if you read it and apply what it prescribes.

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Twice in two months I have asked a group of salespeople and their sales managers what exactly differentiates from their competitors. In both cases, neither the salespeople nor the sales managers could answer the question. I don’t mean that they…

There isn’t one right answer. There isn’t one right way. There are effective choices and ineffective choices.

Outside of the iron laws of sales (which you violate at your peril), there are all kinds of ideas that may help you move some…

There is an enormous difference between price and cost. Being able to sell something other than price is challenging. In order to succeed you have to do many things right leading up to the end of the sales cycle. But even when everything goes…