Latest from The Sales Blog

What Do You Really Want?

Do you want your prospect's time so that you can tell him about your product or service? Do you want to tell her how you have helped your existing customers with their complex needs and challenges? Do you want to tell the prospect all of the… Continue Reading

Growth in Unlikely Places

I took this picture as I was getting into my car yesterday. It was in the middle of a massive parking lot where there should be absolutely nothing growing. I have no idea what it is, but I believe it is a weed of some kind.Growth

What makes this… Continue Reading

Why You Should Fear Rejection

Rejection is part of sales. Your offer isn't right for every prospect. Some of the prospects your offer is right for don't choose you even when you have done everything right. And then there's prospecting and cold calling. The fear of… Continue Reading

Sales 1.0 vs. Sales 2.0

Not everything about the old sales tools, techniques and processes were good and some were dreadful. But they weren't all bad. Some of the reason the old tools sound "sales-y" is because the object was to sell something. That outcome hasn't…

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It’s Not Your Sales Manager’s Job

Motivation, that is. It is not your sales manager's job to motivate you. In fact, he can't motivate you. Truth be told, he can't even threaten you or inspire you. Anthony Robbins can't motivate you. No one can. All they can do is speak to the…

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Are Salespeople Born Or Made?

It is now an age-old question: Are salespeople born, or can they be made? It is true that some of the essential attributes commonly possessed by salespeople are part of their DNA. Some salespeople have a natural charisma, the ability to develop…

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