If there is one thing I see salespeople do that harms their results, it is believing they can sell over email. Because they can’t secure a meeting, they accept a conversation on the phone and an emailed proposal and pricing as their sales…Continue Reading
You may not like what you get, and you may not like what you pay, but you will always get what you pay for.
If you don't like what you get, you still paid for it. If you didn't like it because it was less than you feel you should have received,…Continue Reading
Your company is not always going to execute as well as you want, or as well as your clients expect. Some salespeople feel embarrassed by the challenges of execution, using those challenges as an excuse to not continue selling. More successful…Continue Reading
I had brain surgery 90 days before I went back to working in my family’s business. At the time, I was not allowed to drive, a difficult obstacle to overcome when you have to book sales meetings—or if you need a few things from the grocery…Continue Reading
Twice in as many months, I have had a reader email me to ask me how they can get a job in sales. In both cases, hiring managers were resistant to hiring the person emailing me because their backgrounds were technical, meaning they weren’t in a…Continue Reading
Eat Their Lunch: Winning Customers Away from Your Competition contains a chapter about Capturing Mindshare or, put another way, shaping the lens through which your dream client views their business, their challenges, and their opportunities. The…Continue Reading
It isn’t easy to become a top performing salesperson. If you are new to a sales role, it can appear to be a daunting task, but I assure you it is not so difficult as to prevent anyone sufficiently motivated from succeeding in becoming a great…Continue Reading