Sales does not need to become a profession. Sales already is a profession. Even if there are not hundreds of university courses. Even if there are not degree programs on professional selling. Even if there is wild disagreement as to what would…Continue Reading
Have Amazon.com and other companies that mostly sell without salespeople proven that salespeople are necessary? Has the internet replaced the salesperson, providing more and better information than a human salesperson? Do people prefer to buy…Continue Reading
If you believe that you will soon be disintermediated by technology, I agree with you; you will be disintermediated by technology.
If you believe that you cannot greater value than a technological solution, then you are certain to lose to…Continue Reading
In many ways, Google Duplex is very impressive. The ability to replicate natural language is startlingly good compared to both Siri and Alexa. But that pales in comparison to its ability to understand what is being said well enough to conduct a…Continue Reading
When you lose, you may be remembered for the loss.
You are going to win and lose deals. You are not going to go undefeated in sales. No one does, no matter how good they are. But how and why you lose matters.
If you lost because you were…Continue Reading
If you were to walk in the back door of your dream client’s account and speak to one of the contacts who cares about what you do, would your competitor have reason to be concerned? Should they fear your very presence inside the building as an…Continue Reading