There are natural laws of the universe, like gravity or the laws of physics. There are also man-made laws, most of which were written by legislators for our own good. Similarly, there are Sales Laws. My friend Anthony Iannarino, who also happened to provide the Foreword to my Amazon bestselling book, occasionally refers to the Iron Laws …
Non-negotiable Laws for New Business Development Sales Success Read More »
I just finished Selling Fearlessly – A Master Salesman’s Secrets for the One-Call-Close Salesperson. For the bottom-line types, let me get to the point: Buy the book. If you’re my age (45) or younger, I insist you read it. In fact, I’d go as far as saying that you need it. Robert Terson, who is simply “Bob” …
Book Review: Selling Fearlessly by Robert Terson Read More »
A couple weeks ago, I was selling alongside a client CEO and his new director of business development. We had an enlightening experience that as soon as it happened, I knew it would become a blog post. For this particular client, I serve as a consultant, but also play the role of senior vice president …
A Fantastic Sales Call on the Wrong Prospect! How Strategic is Your Target List? Read More »
My oldest son is a junior in high school. We’ve been ramping up our college research, visiting campuses (free copy of my book to the first three people who contact me and correctly identify the university pictured above), and on Saturday morning he took the ACT for the first time. I’ve been thinking about college and his future …
I concluded my recent post “Prisoners of Help Are Doomed to Fail” promising to tackle the characteristics of a healthy sales pipeline. My intentions were good, but I was distracted in early October by the release of my long-sought-after feature story in the great Southwest Airlines’ inflight Spirit magazine. So thanks to the Sales Airline for choosing me …
A Healthy Pipeline of Sales Opportunities is Full, Moving and Balanced Read More »
You’ve heard it said that “hope is not a strategy.” I couldn’t agree more – particularly when it comes to acquiring new clients. I spend time with a lot of people charged with developing new business, and from my perspective, way too many of them use the word hope way too often. Prisoner of hope is such a …
At the risk of really aggravating the people who buy my services (senior executives, CEOs, owners of mid-size businesses), I need to share this strong message: Very often, a sales problem is not solely a sales problem. Said differently, when sales results, especially new business development sales results, are not what they should be, don’t just …
Mr. CEO Please Do Your Job so Those of Us in Sales Can Do Ours! Read More »
Last month I celebrated 20 years living in St. Louis. I love St. Louis. But I am not from here. And if you’re not from here, well, then you are not from here. I can’t answer the imfamous St. Louis question (“Where’d you go to school?”) and I am still amused by the crackers and …
Remembering September 11th and Honoring Fallen NYFD Hero Named Michael Weinberg Read More »
Last week was one I won’t forget. We kicked off the 2012 Fall Selling Season with several client sales teams, and reached the long-awaited publication date of my first book, New Sales. Simplified. The book had been available for several weeks at amazon.com, and even with pre-orders trickling out in a frustrating fashion instead of …
Among a Sea of Sales Books Andy Paul Shares Why New Sales. Simplified. is Needed Today Read More »
The “sales story” is our most important sales weapon. By “story,” I mean the collection of talking points we use to communicate when selling. Most executives and most salespeople I meet don’t have a consistent, compelling, succinct, differentiating, customer-focused sales story. That’s mind boggling to me, because pieces of “the story” are incorporated into every …
