Happy Day 3 of the 2011 Selling Season. Thanksgiving is 11 weeks from today. Keep sprinting. You’ll make it. And you will be amazed at what you accomplished by focusing like a laser between now and then. Run hard now. Rest later. I had planned to write about individual business plans, but that is being […]
The Sales Team Needs Case Studies and Stories Read More »
I had planned to write about what I learned during an amazing day in the field with a French-speaking salesperson, but a few recent conversations pushed that post back a few days. I got all charged up speaking with Spencer Jackson from Houston. Spencer is a new friend from Linkedin and he attended a webinar session
The Danger of Proposing Too Early In The Sales Process Read More »
It’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
Redeeming The PowerPoint Presentation Read More »
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
“Presentation” – Why I Hate That Word! Read More »
