There’s been plenty written debunking the Sales 2.0 myth that you don’t need to make proactive telephone calls to prospects. I think we’re all past the failed fantasy that tweeting about our value-creating blog is going to produce the quantity of face to face meetings we need. And let me be clear, I am ALL […]
Continue readingOne common reason many salespeople fail at new business development is because they’re always “waiting on the company.” Waiting for new marketing materials. Waiting for more training. Waiting for leads. Top-performing hunters don’t wait; they act. They pro-act (my word). They believe like I do that Sales is a Verb and top-performers aren’t waiting around […]
Continue readingGuest Post by Mike LaTella Ask anyone what it takes to be successful in sales and you are liable to hear a string of positive character attributes such as outgoing, attractive, funny, persuasive, interesting, and even charismatic. This leads many to believe that the recipe for sales success includes a base of great personality, two […]
Continue reading
I was wrong. I loved watching syndicated reruns of Happy Days after school. The Fonz had the cool motorcycle, the girls, the leather jacket. But there was one thing he couldn’t say: “I was wrr… I was wron…” He never could get it out. I’ve got plenty of issues, but admitting when I’ve blown it […]
Continue readingOur executive team attended Verne Harnish’s Gazelles Fortune Growth Summit this week. It’s a few days of drinking from the fire hose, listening to some of today’s best business minds and hottest authors. As usual, Verne – aka The Growth Guy, delivered an outstanding lineup of speakers and we left the Summit energized to implement […]
Continue readingIt’s Not About You – #4 Yes, I hate the word Presentation. But at the right time, structured the right way, a killer sales presentation is one of our most powerful weapons. And a killer presentation is a lot more about the prospect and their issues than it is about you and your solution. We’ve […]
Continue readingIt’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 […]
Continue readingAs 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 […]
Continue readingIt’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 […]
Continue readingThey 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 […]
Continue reading