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…Continue Reading
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I had a customer complain about one of my competitors during a sales call earlier this week. Complaining is really too gentle a word in this case. She was really on a roll and ripping them to shreds. I listened without making any comments of my…Continue Reading
What about up?
In 100 Ways to Succeed in Sales 8: Sell Within Your Own Organization I, I noted how important it is for a salesperson to wire their own company exactly the same way they wire the prospect's: by building relationships, delivering…Continue Reading
There may be no harder lesson to learn in sales.
Half of the sale takes place with the prospect. For great salespeople the other half takes place within their own organization. These professionals use the same skill sets that allow them to…Continue Reading
During tough economic times, it is easy to fall into the trap of simply doubling your effort. If your closing percentage fell by 50%, then you must double the number of prospects in order to generate the same sales. This is an activity-based…Continue Reading
It's easy to know that you have a closing percentage that is too low. You compete for a lot of deals and you don't win many. Diagnosing the problem is a bit more difficult. A low number of wins can be the result of poor sales rep performance,…Continue Reading
My wife and nine year old daughter came across…Continue Reading
Welcome to The Sales Blog. If you are new to The Sales Blog, you may want to consider starting with the five most popular posts.Continue Reading
This weekend I attended a wedding with my wife. It was catered by a very popular steak house, and they served a wonderful dinner. The main course was, as you might expect, filet mignon. I am a vegetarian, and so, I ate the salad, the vegetables,…Continue Reading