I do. I wish all the wonderful sounding things we read from supposed “experts” online were true. Wouldn’t it be great if the perfect new sales tool they were pitching to us cured all that ails our sales? And how much easier would it be to fill a pipeline with legitimate sales opportunities if all …
I have worked with way too many salespeople whose single biggest challenge is that they live in reactive mode. They sit and they wait. They wait for a lead. They wait for a customer to raise its hand and make a need known. Instead of proactively working their strategic target account list, they wait to …
The Most Valuable Salespeople Don’t Wait for Opportunities; They Create Them Read More »
I’m in the midst of an engagement that is so energizing and so rare that I cannot not share it with you. My typical rule is to protect confidentiality and not to divulge my clients’ identities, but this particular company has been very public about both their major initiative, and my involvement. So I’m free …
Spring is in the air! March Madness comes to an end Monday night. The Cardinals are hosting (it pains me to write this) the World Series Champion Chicago Cubs at Busch. And Q1 is in the books. Hope it was a great quarter for you. Here’s a quick sales checklist headed into Q2: Review your …
Q2 and Opening Day Are Here / Last Chance for OutBound ATL / New Website Pages Read More »
It’s a pretty good bet that your Super Bowl spread won’t be as healthy what’s pictured above! And if you’re in sales, whether as an executive, sales manager, or individual producer, it’s also a safe bet that there are higher-value uses of your time on Sunday than watching seven hours of pre-game shows. Hence, the timing …
Happy Last Business Day of the Year! The week between Christmas and New Year’s is always a bit odd. We bounce between celebrating important religious holidays, visiting with family and friends, sprinting to close deals to finish the year strong, wrapping up year-end financial matters, and reflecting both on the year that was and the year to …
My Year-End Promises, Politics?!?! and a Very Powerful Podcast Read More »
I asked renowned storytelling expert Paul Smith to sit down with me for a brief video interview because I wanted my audience to benefit from his research and tips on storytelling. You know how strongly I advocate working on your “sales story,” and no one has more data and ideas for how to effectively deploy stories than Paul. …
Isn’t It Easier and More Effective When We SELL WITH A STORY? Read More »
I get asked to review more books than I can possible get to, but when the one and only Keenan launched Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You, I immediately headed to Amazon to grab a copy. If you don’t know or follow Keenan (yes, he has a first …
Not Taught: An Irreverent, Relevant, Bold Wakeup Call from Jim Keenan Read More »
Salespeople face the harsh reality today that many prospects and customers treat and view them as nothing more than mere vendors. In many cases, it’s not the salesperson’s fault. The prospect’s system, buying process, or procurement department are all set up to diminish the seller’s opportunity to create value and differentiate him/herself. It’s the reality …
Upgrade from Vendor to Value-Creator to Acquire New Customers and Close Deals Faster Read More »
