A salesperson asked me a very important question. He asked, “How can you be a trusted advisor and consultative salesperson when you are partial to your company?” His point was that if your company and your solution is always right in all…Continue Reading
Latest from The Sales Blog
You are capable of doing far more work in a day or a week than you believe. The amount of work you believe you can do is not accurate, and it isn’t even likely that it was your belief, to begin with. You were infected with the belief, like most…Continue Reading
The deal that you are working on is enormous. It’s not quite enough to make your number for the year, but it is enough to get you more than halfway there. The prospect is engaged and compelled to change, and you are excited. So excited, in fact,…Continue Reading
“Buyers have changed,” they say. So much so, in fact, that what you know about sales is all wrong. In fact, if you’re not already looking for another line of work, you will be in, say, the next 15 minutes. Millions of salespeople will soon…Continue Reading
There is one group of prospects you must avoid. There is nothing you can do for them or with them, and your time is better spent somewhere else. Those non-prospects are people who do not derive what you do as being valuable.
Perceptions of value…Continue Reading
No one works in sales without having losses. Some of those losses are the result of errors, bad choices, poor strategy, or sloppy sales approaches. Some of those losses are the result of circumstances that are difficult to overcome. You can do…Continue Reading