October 12, 2010

“Presentation” – Why I Hate That Word!

It’s Not About You – #3 We all have certain words that cause a negative visceral reaction when we hear them. Mine include cancer, child abduction and rosemary (that most heinous herb responsible for destroying otherwise fine dishes). I’m sure your words are coming to mind now. In sales, the word I most hate is […]

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October 7, 2010

Trading Randy Moss, Really? Are You Sure?

As a huge football fan who makes his living leading a sales organization, I am truly intrigued with the news today of the Patriots trading away Randy Moss. I follow the NFL, drive to work listening to Mike and Mike on ESPN Radio and am struggling to remain humble with my fantasy football team at […]

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October 1, 2010

Telling the “Sales Story” – It’s Not About You

It’s Not About You – #2 How great a sin is it when a self-absorbed salesperson bores a dream prospect to tears talking about his company and offerings? I’m guessing I’ve been on calls with about 150 different salespeople and have heard the “sales story” botched in countless ways…too long, irrelevant, unclear, wordy, condescending, lacking […]

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August 31, 2010

Get In! Ask 3 Times

They are programmed to say “No.” Most people don’t want to do what we do.  Calling people you don’t know and asking them to meet with you isn’t something most folks daydream about doing. I’m not up for a comprehensive series of posts dedicated to proactive telephone coaching, but I would like to throw out […]

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August 6, 2010

Stop Over-Qualifying!

Sales team having too many appointments? Didn’t think so. I hear a lot about the importance of properly qualifying prospects. And I am confused. I’ll admit it right up front; I am probably an extreme contrarian on this topic. Here’s why: if we’ve done our job strategically selecting Target Prospects, then why in the world […]

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August 3, 2010

Attacking the Right Targets?

When preparing for battle, a critical first step is the strategic selection of targets to attack. Along those lines, how strategic and clearly defined is your Target Prospect List? It sounds like a ridiculous, elementary and unnecessary question. But in my experience, more often than you’d believe, senior and sales management take for granted that […]

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July 4, 2010

Reliving 1991: Kmart, Wal-Mart & My New Blog

I have strong memories from 1991:  Silence of the Lambs freaked me out, George Bush (41) was silencing Sadaam Hussein in my generation’s first exposure to war (viewed on CNN), and I got to attend Super Bowl XXV in Tampa where my beloved NY Giants handed the poor Buffalo Bills the first of four consecutive […]

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