There’s a lot of talk about “niceness” today. Employees are often judged on whether they play nicely with others or what kind of team member they are. Listen, I’m all about culture, and I love being part of a team – a winning team. But everyday I see supposed sales killers choosing to play good corporate …
Stop Playing Corporate Nice Guy and Start Being Productively Selfish with Your Time Read More »
We hear it all the time. “This is a relationship business.” Or, “It’s all about the relationship.” I’ll ask someone about their selling style, and quite often, the proud reply is “I’m a relationship salesperson.” Those answers sound good and are usually accepted at face value. But you know what my experience shows – particularly …
Are You Too Relational to Thrive in New Business Development Sales? Read More »
In my last post, I shared that waiting is one of the all-to-common reasons salespeople fail to develop new business. The passive, reactive salesperson who is always waiting for new materials, better instructions or warm prospects tends not to deliver the numbers. Being late to the party may be fashionable on the social scene, but …
Salespeople Fail to Develop New Business When They Are Late to the Party Read More »
There are various reasons salespeople fail to develop new business. I’ve devoted an entire chapter to that painful topic in my soon-to-be-released book. Speaking of the book, thanks to many of you who continue to inquire about it. “New Sales. Simplified.” is complete and in production. AMACOM will be releasing it in September. Trust me …
Successful Sales Hunters Do Not Wait for New Materials, Instructions or Leads Read More »
My clients’ businesses run the gamut from from leading edge technology consulting all the way to simple old-school product distribution. I love helping to drive new sales across this wide spectrum of business types, and more often than you’d think, I end up tackling the very same issues in very different businesses. Earlier this year …
Driving Business with a Customer-Focused Sales Story and Fresh Techniques Read 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 »
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 …
It’s not your fault. You didn’t do anything to cause it. The waters were poisoned way before you got here. Other morons messed it up for us and we get to live with the consequences. Prospects (buyers) have an automatic, almost instinctive reflex reaction to salespeople. And it’s not a positive one. You know exactly …
Preventing The Buyer’s Auto-Reflex-Salesperson-Resistance Mode Read More »
I’m on a simplicity crusade. Why? Because so many under-performers over-complicate the new business development process. Some do it because they honestly don’t know any better – they’ve never really had to hunt for new business or it’s never been modeled for them. They think it’s supposed to be hard and complicated so they make …
Equipping Sales Fighters With the Right Sales Weapons & Coaching to Proficiency Read More »
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 …
Your Old Friend The Phone: Keys to Calling & “Magic Words” Read More »
