Not sure about you, but seeing this fall foliage picture gets my pulse up. After the summer we’ve had here in St. Louis, I’ve never been more ready for fall and football! But there’s another really important aspect to fall, and with just a week to go until Labor Day, it is time for my […]
Ready for the Fall 2012 Selling Season? Read More »
We just returned from our family vacation. It was a great time at an all-inclusive resort just south of Playa del Carmen. As my son and I were reading in the setting pictured above, he smiled and said it looked like we had found our Corona TV commercial spot. All-inclusive resorts seem to have a
What We Can Learn about Sales from the Rookie Mexican Teppanyaki Chef Read More »
I can’t do it anymore. Don’t get me wrong. I like a good deal as much as anyone. But enough is enough. I was getting dressed last week while Mike and Mike were on ESPN2 in the background. Another obnoxious Jos. A. Bank commercial came on and my sixth grade son started making fun of
Jos. A. Bank TV Spots and Lack of Price Integrity Cost Them a Customer – Me Read More »
I have been troubled recently observing sales reps taking a subservient and overly respectful posture when engaging prospects and customers. A few reps in particular sounded completely overmatched in conversations on the phone. And I have seen the same occur during face to face meetings as well. Three weeks back I tweeted something provocative about it
Stop Thanking Prospects for Their Time 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 »
I love sales calls. I love making them, going along with others, observing, reflecting and writing about sales calls. If I was to take a swag at the number, I’ve probably observed (as either a sales exec. or a coach/consultant) 170 salespeople on approximately 1000 sales calls. That’s a lot of data and even more fodder
What I Learned From A French-Speaking Sales Rock Star Without Understanding A Word Read More »
I recently shared why it’s so important to Plan Your Sales Calls. Today I’ll highlight one of the most powerful techniques to properly position yourself with a buyer and help set you apart from the crowd. Benefits of Sharing Your Agenda: No one wants to be taken on a ride. I don’t know about you,
Setting Up The Sales Call To Set Yourself Apart: (Part 2) Reviewing The Agenda Read More »
In many businesses, it’s not easy to secure an appointment with a target prospect. The initial sales call is a big deal. Because we worked so hard to get there, it’s critical that we bring our A-game. For coaching and content-building purposes, I’ve gone along on a few calls lately as the extra man. I probably
Plan Your Sales Calls (key word: “Your”) – Part 1 Read More »
When you hear “sales call,” what mental image pops into your mind? I love going along on sales calls with my clients. I always learn a ton, it’s fun being the extra person in room and I get some great fodder for future coaching content. It is amazing how the salesperson’s mental picture of how
Mental Picture of a Sales Call Read More »
