I’m in the midst of a month of hard sales leadership conversation after hard sales leadership conversation. It seems like in company after company we are tackling big topics and doing the necessary heavy lifting. Oh, I am not complaining. I am happy to do it, particularly because I know from experience that very often, …
I love the NFL. And I love everything I know about Tim Tebow as a person. The entire Tebow story is intriguing (although probably not worthy of the amount of airtime devoted to it by ESPN over the past few years). Like everyone, I was captured by the drama two seasons ago as Tebow improbably …
The Tim Tebow Story Should Cause You to Look Carefully at Your Sales Talent Read More »
Last week was one of those full-life weeks, not even taking into account client workload, travel schedule or family activities. A lot of life happened last week: a dear friend’s father passed on and the incredible funeral might have been the best celebration of life I’ve ever witnessed; two of my wife’s co-workers and friends gave birth on the …
It’s certainly easier to critique someone else’s work than it is to create your own. And since my last post sure was critical, it only seemed fair to follow up that rant about what I Wish Salespeople Would STOP with this list of constructive suggestions to increase new business development sales effectiveness. I wish salespeople would START… Connecting …
Years ago I worked for a great sales manager who later became a business partner. Throughout New Sales. Simplified. I share many fun stories about Donnie Williams and the lessons I learned from him. Of all Donnie’s great expressions about Sales, the one I most often repeat is this: Sales is as much a matter of the heart …
A Miserable Accountant Can Do Great Work; The Same Does Not Apply in Sales Read More »
I am passionate about prospecting, and I love helping sales teams and individual salespeople develop new business. When talking “prospecting,” I almost immediately turn the conversation to “target prospect lists.” That’s where we start when putting together a new business development sales attack. If we are going hunting, it really helps to know whom we …
A Critical and Often Overlooked Step: Creating the Ultimate Prospect List – Webinar Read More »
Salespeople love to complain that all the customer cares about is the price. When we don’t get a deal, we’re quick to point to our higher price as a major cause of defeat. My friend Anthony Iannarino has written extensively on the topic of price, and he points out that this excuse is usually a …
Who’s Making It About Price, You or the Customer? Read More »
Warning: If you are in Sales and not making your numbers or not bringing in new business, and you spend a lot of time and mental energy “helping” out the Operations people, you are not going to like what I am about to say. And there is a good chance you will be offended, angry …
A Plea for the Underperforming Salesperson to Stay Out of Operations Read More »
Like most of you, I am tired of of hearing about the “Fiscal Cliff,” and extremely aggravated with our elected officials in Washington D.C. It’s probably also safe to assume you don’t need to read yet another blog post about New Year’s Resolutions. So let’s do something more productive, and, certainly, more enjoyable. Let’s talk …
What We Can Learn from Peyton Manning – the Consummate (Sales) Professional Read More »
It’s that time of year – a time to reflect. I’ve been in a lot of sales organizations during 2012 and worked with individual salespeople, sales leaders and sales teams that cover the entire spectrum of possible results. As you reflect on what you produced, or did not produce, in 2012, I would like to …
Some Tough Questions as You Ponder Your 2012 Sales Results Read More »
