Archive for June, 2015

These are some of the reasons your sales force isn't working.

Most people who work from home don’t “work” from home.

More and more salespeople no longer commute to an office to work. But that doesn’t mean they are “working” from home. It…

The numbers of calls you make is an imperfect measurement. It tells you what kind of effort you made today. And it might give you some indication of how effective you might be on the telephone. But it doesn’t tell you much more than that.

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I just spoke with a person to whom someone recommended a book that suggested that the readers should never again prospect. The person who wrote the book worked for a company with billions in revenue. That revenue figure exceeded the revenue of…

The first version of the Hustler, let’s call it V1, is crude and unsophisticated. The hustler lacks the knowledge, the experience, and the money they need. But all of what is missing is more than offset by their belief in their ability to create…

Last week’s newsletter filled up my inbox. I had written about goals and what I call “discipline lists.” But of the dozens of emails I received, there were only two questions asked over and over again. Those questions were, “What is on your…

Science has reduced everything to bits and bytes. Everything is atoms, and everything is now data. It is all subject to being measured, analyzed, and used to make decisions. Because we trust objective data, it’s used to make predictions about…

My friend, Dave Brock, once told me a story about hiring a firm to help him install a sales process in a company he was running. Three companies competed for his business. He chose them because he was familiar with their methods, all of which were…

1. Spend the vast majority of your time prospecting. If you want—or need—faster sales results, the first thing you need to do is spend most of your time prospecting. Nothing produces more opportunities than time spent trying to produce more…

Everyone sells. Even if you don’t work in sales, you are always selling. If you’ve ever tried to change someone’s mind, you were selling. If you have ever asked for a job, you were selling. Remember when you asked for a raise? That was…

Because you can automate something doesn’t mean you should necessarily automate it. Because you can leverage technology to do something doesn’t mean that it is the right thing to do.

Right now, you can automate some client interactions. You can…