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” […]
Why I Hate Most Webinars and Demos Read More »
I love talking Sales, particularly New Sales. Today I had the treat of being interviewed for the “In the Arena” podcast by my friend and mentor, S. Anthony Iannarino. What fun and what a privilege to spend 20 minutes sharing perspectives on prospecting and what I am seeing across my client’s sales teams. Anthony’s blog, thesalesblog.com,
Talking New Sales. Simplified. “In the Arena” with Anthony Iannarino 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 sports. I’m not a very good athlete, but I sure love the distraction, fun, entertainment and sales and leadership lessons that sports offer. It’s supposed to be a great time of year to be a sports fan. Baseball season is approaching the home stretch and the NFL Preseason is getting into full swing.
Cheating and Lying is a Losing Strategy 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 »
I love the NFL. And I love everything I know about Tim Tebow as a person. The entire Tebow story is intriguing (although probably not worthy of the amount of airtime devoted to it by ESPN over the past few years). Like everyone, I was captured by the drama two seasons ago as Tebow improbably
The Tim Tebow Story Should Cause You to Look Carefully at Your Sales Talent Read More »
Last week was one of those full-life weeks, not even taking into account client workload, travel schedule or family activities. A lot of life happened last week: a dear friend’s father passed on and the incredible funeral might have been the best celebration of life I’ve ever witnessed; two of my wife’s co-workers and friends gave birth on the
Sales is Not Hard. Cancer is Hard 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 Wish Salespeople Would START… 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 »
