I’ve been kicking around a blog post in my head about sales mentoring for a few weeks. Just yesterday my friend, sales guru, and fantasy football expert, Jim Keenan, posted a great short piece challenging sales managers about their focus on activity vs. focusing on people. And today I was privileged to have an energizing …
Happy Day 3 of the 2011 Selling Season. Thanksgiving is 11 weeks from today. Keep sprinting. You’ll make it. And you will be amazed at what you accomplished by focusing like a laser between now and then. Run hard now. Rest later. I had planned to write about individual business plans, but that is being …
My kids return to school today. And it’s a good thing. Not sure about you, but I’ve had enough of summer. Loved our vacations. Enjoyed the family time. The relentless heat, not so much. The fact that the only things still growing in our once-lush lawn are crabgrass and nuts-edge truly angers me. Even more …
Newer is newer, but not necessarily better. Don’t get me wrong. I’m not all retro. I like new fashion, music, homes, hotel rooms, cars, technology and toys. Direct fuel injection, smartphones, the cloud – all good. I’ll be in line for the iPhone 5 just like many of you. But newer isn’t always better. Saturday …
New Sales Theories (and washing machines) Aren’t Necessarily Better Read More »
I love sales calls. I love making them, going along with others, observing, reflecting and writing about sales calls. If I was to take a swag at the number, I’ve probably observed (as either a sales exec. or a coach/consultant) 170 salespeople on approximately 1000 sales calls. That’s a lot of data and even more fodder …
What I Learned From A French-Speaking Sales Rock Star Without Understanding A Word Read More »
I had planned to write about what I learned during an amazing day in the field with a French-speaking salesperson, but a few recent conversations pushed that post back a few days. I got all charged up speaking with Spencer Jackson from Houston. Spencer is a new friend from Linkedin and he attended a webinar session …
The Danger of Proposing Too Early In The Sales Process Read More »
I was thinking back to college the other day. It struck me that I’ve been out of school for as long I was in school (22 years each). And then I was reflecting on how great semester breaks were. The month off around Christmas and the long summer. There was always an opportunity to rest, …
I recently shared why it’s so important to Plan Your Sales Calls. Today I’ll highlight one of the most powerful techniques to properly position yourself with a buyer and help set you apart from the crowd. Benefits of Sharing Your Agenda: No one wants to be taken on a ride. I don’t know about you, …
Setting Up The Sales Call To Set Yourself Apart: (Part 2) Reviewing The Agenda Read More »
In many businesses, it’s not easy to secure an appointment with a target prospect. The initial sales call is a big deal. Because we worked so hard to get there, it’s critical that we bring our A-game. For coaching and content-building purposes, I’ve gone along on a few calls lately as the extra man. I probably …
Plan Your Sales Calls (key word: “Your”) – Part 1 Read More »
“Let us not give up meeting together, as some are in the habit of doing, but let us encourage one another…” Hebrews 10:25 I’ve been working with several mid-size sales teams that brought the above verse to mind (albeit out of context). For a variety of reasons, none of these companies were holding any type …
