One reason I remain agnostic about sales methodologies is that two key constituencies are often ignored. The first is the customer. How is the customer served by your sales process? Does it take the prospect as it finds them, considering in what…
Continue ReadingJohn Moore at Brand Autopsy points to this new Guru Ranking on the Wall St. Journal. For my money, Tom Peters still tops the Guru list.
Interesting that we have no sales guru on the list.
Continue ReadingSteve Rubel at Micro Persuasion has a nice post on Deliberate Practice, attributing it rightly to Dr. K. Anders Ericsson from Florida State University.
I have long been a fan of Dr. Ericsson's work, and in the past I have corresponded with him…
Continue ReadingJill Konrath at Selling to Big Companies has some excellent resources available on her blog here. I really enjoyed the Ebook Prospecting is Changing by Nigel Edelshain from Sales 2.0.
Nigel's Ebook is great, but I can't resist this quote:…
Continue ReadingThis past weekend I spent some time with my Brother-in-Law who sells software to hospitals. It's a complex sale with a relatively long sales cycle (measured in years). He attributes his success this year (on target to smash his quota) to the…
Continue ReadingThis is Seth Godin's best ever post! How much time and trouble we would all save by simply choosing which bell curve we intend to pursue. The difficulty lies in accepting the fact that the act of choosing one curve, means abandoning the other.
Continue ReadingI was on vacation when my DVD copy of Howard Stevens and The University Sales Education Foundation's The New Selling of America arrived in the mail. I watched it last night, and I have to say that it is excellent. if you are a student considering…
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I love this old American Airlines commercial about a software salesperson. This hits the nail right on the head . . . we are responsible for the client's outcome. When you're really good, it's hard to know who employs you.
