Hate is a strong word, so strong that many of us won’t let our young children use it. But it has its appropriate place in our lexicon. There are things I hate and I’m sure you have your own list, too. I hate cancer. I hate the herb rosemary. And I hate the word “presentation” …
I posted this one year ago and it’s a true as ever. Since the publication of New Sales. Simplified., I’ve constantly been in the air. I am grateful for how Southwest allows me (and salespeople everywhere) to do what needs to be done, and they make it as fun, easy and efficient as possible. And …
I lost it during a client’s sales team meeting this week. Words I don’t normally use came spewing from deep within with great intensity. I was with a wonderful company for whom I did good deal of consulting and coaching earlier this year, and it was fun to join them for their late summer sales meeting …
Please Stop Showing Pictures of Your Building During Sales Calls and Presentations Read More »
Tomorrow I’m headed east to work with a great new client. They’re a highly successful firm with many top-producing salespeople. It’s a fun change of pace to get called into a “healthy” sales organization looking to take its game to the next level versus a more typical engagement where things aren’t going so well when …
Killing Your Prospecting Efforts Talking About What You Do Instead of What You Achieve Read More »
I love to fly. If you’re a regular here, you know about my loyalty to and friendship with my personal Sales Force One – Southwest Airlines, and why I think Southwest is the Sales Airline. But as highly as I think of Southwest for a commercial flight, nothing compares to flying in a private business jet. Early …
Turn Off the CRM AutoPilot and Get Strategic About Where to Spend Your Time Read More »
It’s certainly easier to critique someone else’s work than it is to create your own. And since my last post sure was critical, it only seemed fair to follow up that rant about what I Wish Salespeople Would STOP with this list of constructive suggestions to increase new business development sales effectiveness. I wish salespeople would START… Connecting …
I am passionate about prospecting, and I love helping sales teams and individual salespeople develop new business. When talking “prospecting,” I almost immediately turn the conversation to “target prospect lists.” That’s where we start when putting together a new business development sales attack. If we are going hunting, it really helps to know whom we …
A Critical and Often Overlooked Step: Creating the Ultimate Prospect List – Webinar Read More »
Salespeople love to complain that all the customer cares about is the price. When we don’t get a deal, we’re quick to point to our higher price as a major cause of defeat. My friend Anthony Iannarino has written extensively on the topic of price, and he points out that this excuse is usually a …
Who’s Making It About Price, You or the Customer? Read More »
There are natural laws of the universe, like gravity or the laws of physics. There are also man-made laws, most of which were written by legislators for our own good. Similarly, there are Sales Laws. My friend Anthony Iannarino, who also happened to provide the Foreword to my Amazon bestselling book, occasionally refers to the Iron Laws …
Non-negotiable Laws for New Business Development Sales Success Read More »
A couple weeks ago, I was selling alongside a client CEO and his new director of business development. We had an enlightening experience that as soon as it happened, I knew it would become a blog post. For this particular client, I serve as a consultant, but also play the role of senior vice president …
A Fantastic Sales Call on the Wrong Prospect! How Strategic is Your Target List? Read More »
