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” …
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 »
This past year I’ve consulted and coached more companies with territory manager sales forces than is typical. While personally I gravitate more toward hunting and new business development, I still love working with territory sales teams and salespeople who manage existing relationships. But recently, I am seeing several disturbing trends among many who manage territories. …
The Sales Milk Run and Other Behaviors Killing the Results of Territory Managers Read More »
Years ago I worked for a great sales manager who later became a business partner. Throughout New Sales. Simplified. I share many fun stories about Donnie Williams and the lessons I learned from him. Of all Donnie’s great expressions about Sales, the one I most often repeat is this: Sales is as much a matter of the heart …
A Miserable Accountant Can Do Great Work; The Same Does Not Apply in Sales 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 »
Warning: If you are in Sales and not making your numbers or not bringing in new business, and you spend a lot of time and mental energy “helping” out the Operations people, you are not going to like what I am about to say. And there is a good chance you will be offended, angry …
A Plea for the Underperforming Salesperson to Stay Out of Operations 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 »
