Here is how you know you are in the friend zone in sales:
“I have a great relationship with my main contact.”
“I’ve been nurturing this relationship for seven years.”
“They really like me, and we have great communication.”
What I write here will be unpopular with some. Maybe even many, and maybe a majority in some circles. When everything is conflated to bits and bytes and atoms, the idea that we humans are something more, something special, is an idea considered…
Very few people have had the types of life experiences Pete Turner has had. His experience as a soldier and then later as a cultural consultant to the military and U.S. State Department during the Bosnian and Afghanistan conflicts gives him a…Continue Reading
You’ve heard about networking. You’ve been told that you need to make connections. But sometimes those ideas can take on a negative tone simply because it sounds like hitting people up for favors or help. David Bradford doesn’t see it that…Continue Reading
You can’t manage your time. Time is something over which you have zero control. You can’t find more time because there isn’t any more. You have all you are going to have, do with it what you may.
There’s been a shift in recent years toward a more “transactional” model of sales. The ability to anonymously buy something off the internet (Amazon) has made it more and more appealing to many people to purchase items without a consultant…Continue Reading
In every stalled or lost deal there is a person (or persons) who opposed (or didn’t support) the salesperson and their sales organization. There is someone who wouldn’t engage with the salesperson or who wasn’t convinced of the value that they…
Once upon a time, my little team won a massive client. They developed excellent relationships with stakeholders throughout the organization. We were doing excellent work, and things couldn’t have been going any better. And then I was asked to…
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