When you start in sales, you need deals. One deal is as good as another deal, a perspective that is helpful because you cannot learn to sell without actually selling. As you progress in gaining sales acumen, you also acquire the business acumen…Continue Reading
There are times when you may feel like the right thing to do is to stop selling. No matter what you think, and without regard for any circumstances, you must not stop selling. The implications of pausing your efforts, diverting your attention, and…Continue Reading
There was a time when a post like this would be about salespeople who used high-pressure selling techniques, the hard sell and bullying to cause their polite, conflict-averse prospective clients (i.e., victims) to buy products or services under…Continue Reading
If you are a human being with a heartbeat, the ability to fog a mirror by breathing on it, and in possession of a work email address you were foolish enough to use to fill out a form on a website, then you are in someone's prospecting sequence.…Continue Reading
Be Uber. Be AirBNB. Be Facebook. Be a disruptive force and create a scenario and create a scenario where there is no competition, where you are a category of one.
At worst, be a big player in a class with very few competitors. The idea here is…Continue Reading
The prospect you are pursuing spends much money in your space. They use a great deal of what you sell. Always have, and always will. Winning their business will move you very close to reaching your goal, and they're engaged in the sales…Continue Reading
We often speak about concepts as if we understand the words we are using, and that there is a general agreement about what words mean. It’s essential to understand the meaning of the words you use, especially when the concepts they represent are…Continue Reading