Archive for April, 2011
The old saw is that salespeople are either hunters (salespeople that go obtain new business) or farmers (salespeople that maintain client relationships). I know salespeople that I would classify as pure hunters, some I would classify as…Continue Reading
There are all kinds of ideas about how and why sales is broken.
There are those who believe that sales is broken because salespeople are selfish. This isn’t even close to being true. Salespeople are people, and they are no more or less selfish…Continue Reading
Selling isn’t easy. From quarter to quarter, you have to make your number. That requires that you take all kinds of different activities and produce all kinds of outcomes.
Managing your time, your focus, your activities, and your outcomes is…Continue Reading
So, you are on a roll? You won that big deal dream client, and your pipeline indicates that the future is so bright that you've got to wear shades. Now that you've got the Big Mo (momentum, for those that don't know it by the sales vernacular),…Continue Reading