Latest from The Sales Blog
A cottage industry has sprung up to serve salespeople. Well, they don’t really serve salespeople. They really serve people who work in sales, who have job titles that indicate that they might be in sales, but who really aren’t salespeople.
There was a time when knowledge was power. Knowledge was power because so few had it and because so little was known by anyone. Then knowledge was power because so few had access to education, to facts, and to information. And then it was power…Continue Reading
In the game of football, if everything goes perfectly, almost every offensive play is designed to score a touchdown. This is true even if the team on offense only needs a few yards for a first down.
In the last two weeks, I have watched as two…Continue Reading
My list of success attributes numbers eleven. It will soon number twelve, with the addition of Adaptability. I have had comments here agreeing with my choices of success and sales attributes, and I have had comments that disagreed with both my…Continue Reading
Two kinds of people hate to be micromanaged.
The first long-suffering group usually works for someone who has little to do, who has clinically-certifiable trust issues, who believes that no one can do the job as well as they can, and/or who…Continue Reading
For some time, I have struggled with sales processes. I love the big timeless principles, but too often they ignore the fact that there are many paths to a deal. While I am not for winging it, sales requires the engagement in the outcomes first…Continue Reading
For solid couple months I have written here about some of the attributes and skill sets that are required to succeed in sales, and about succeeding more generally. This blog, and with any luck the book that will develop out of it, is about…Continue Reading
I have written here on numerous occasions that I am an avowed sales process agnostic. It is, in part anyway, hyperbole. I would never in a million years recommend any company go without a well designed sales process.
But too many sales processes…Continue Reading
I used to really like the term “trusted advisor.” It used to seem like a nice term to capture some of the behaviors and attributes of the best salespeople. As of late, I cringe when I hear the words because they are too often used along with…Continue Reading