There is an uncomfortable truth about sales success, which many salespeople would rather ignore than confront directly: sales success is not situational; it is individual. In other words, why should your client buy from you?
Most of the activities around sales are necessary (some more than others) but don't improve your sales results. Sales results are only generated by creating and winning new opportunities. You can easily spend too much time on things outside of…
The idea that "sales is a numbers game" contains an absolute truth worth observing. The truth is that selling requires action or "activity" if you prefer. All things being equal, more activity is better than little—or no—activity. But activity…
It’s easy to fall into the trap of leading and managing by the numbers. The objective numbers are real, concrete, unassailable. If goal was $1,000,000 and only $825,000 was achieved, there is a measurable gap of $175,000. Similarly, if the goal is…
Is it because we don’t really know how to improve sales results? Is it because buying behaviors have changed and sales organizations and their salespeople have not responded? Is it because we don’t know how…
There is a reason that the fundamentals are fundamental. The important things that build the core results weren’t determined by a guess or a whim. They were observed over long periods of time as being those things that were necessary to…
Earlier this week a client asked me what I would do to produce better sales results right now. He wanted to easy answer. He wanted me to tell him how to go fast. If you’ve shared your Sunday morning with me for any time, you know that I believe…
I once wrote Always Be Advancing. I borrowed the term from Neil Rackham’s 1988 hit, SPIN Selling. The idea is exactly right the way Rackham laid it out in the book. Now I am afraid it is exactly wrong, but only because salespeople are softer than…
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