The subject line of the email asked a grammatically dubious question: "Should I speak to, Jim?" The ploy is designed to get someone to engage with the salesperson, something that technically works, but at far too great a cost.
Traditionally, the legacy model’s value proposition was found in the company's products, services, or "solution" (a word I ...
“If you don't like change, you're going to like irrelevance even less.” –General Eric Shinseki
Only 2% of cold calls are successful. That's a bleak figure, even for the most optimistic of sales professionals. When it ...
One my favorite thinkers and writers is Nassim Nicholas Taleb. I often re-read his books, always learning something new or ...
One holdover from the linear sales process proposed by the legacy approaches to sales is a tendency to put our own agenda ...
There is a certain type of training that does nothing to improve a sales organization's results. We call it “check box” ...
Here in Columbus, you are required to support the Ohio State Buckeyes football team, for the same reason being born in Rome ...
Everything good that ever happens is the result of meeting a stranger. Your significant other was once a stranger, as was ...
We've all been on the receiving end of a bad sales call. Stilted language, too-pushy pacing, or even simply a product or ...
Selling isn't easy. It comes with a set of challenges that you must address effectively to reach your goals. What follows ...
Why do we believe problems and pain drive clients to change? One reason is that we don't recognize how long decision-makers ...
The most important goal that sales organization, sales managers, and salespeople should pursue is effectiveness: the degree ...
No matter what your sales leader or sales manager thinks of your performance, one person’s opinion trumps anything they say. ...
You might believe it impossible to miss your 2022 sales goals and targets before the year has even started, but it’s ...
Some of the books that line my shelves are a mystery—I have no idea where or when I acquired them, or perhaps how they found ...
Finding decent sales training is easy. But finding the best sales training is challenging… unless you know exactly what ...
If you work in sales long enough, at some point you'll encounter a challenge so wide-ranging that you’ll think you should ...
The need for two (or maybe three) pipelines is not well-recognized by either sales leaders or salespeople, especially those ...
Imagine you are struggling to produce some result in your life or your business. You recognize that you need help from ...
There is a fundamental, though uncomfortable, truth about success in sales: selling is not something you do to someone; it's ...
