May 19, 2011

Salesperson: Hunter or Farmer?

I’m from New York, although I’ve been in St. Louis for 19 years and have lost most of the accent and some of the harsh edges. But I still like to make extreme statements – the kind that would fit as a headline for the New York Post. And I’ve learned from many consulting engagements, […]

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April 29, 2011

Mental Picture of a Sales Call

When you hear “sales call,” what mental image pops into your mind? I love going along on sales calls with my clients. I always learn a ton, it’s fun being the extra person in room and I get some great fodder for future coaching content. It is amazing how the salesperson’s mental picture of how […]

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March 29, 2011

Winners Get In The Deal Early

Playing catch-up is not usually fun. And being perpetually “late to the party” is a common reason salespeople fail at winning new pieces of business. I’m a fan of having a strategically selected, focused, finite list of Target Prospects. Proactive is one of my favorite sales words, and I am all for doing whatever necessary […]

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March 22, 2011

Two Killer Interview Questions for Sales Hunters

A few clients have recently asked me to interview candidates for new business development sales positions. I love interviewing people. It’s a fascinating experience and a challenge. I have found that many executives have a hard time identifying successful sales hunters. They approach the interview with certain biases and seem to fall easily for the […]

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March 15, 2011

A Time To Reflect

My mentor and former sales manager used to declare that sales is as much a matter of the heart as it is about the head.  I had planned to post some fresh sales content last night, but watching the situation in Japan messed up both my mind and my heart. Seeing your house collapse or […]

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February 28, 2011

Do You Love Your Sales Story?

Story telling is an important life skill. We all love to hear a great story. Our kids spend endless hours in grade school learning how to draft, write and edit stories. We’re drawn to people that have great stories or are wonderful story-tellers. So why have businesses and salespeople, for the most part, become so […]

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