It’s not your fault. You didn’t do anything to cause it. The waters were poisoned way before you got here. Other morons messed it up for us and we get to live with the consequences. Prospects (buyers) have an automatic, almost instinctive reflex reaction to salespeople. And it’s not a positive one. You know exactly …
Preventing The Buyer’s Auto-Reflex-Salesperson-Resistance Mode Read More »
Story telling is an important life skill. We all love to hear a great story. Our kids spend endless hours in grade school learning how to draft, write and edit stories. We’re drawn to people that have great stories or are wonderful story-tellers. So why have businesses and salespeople, for the most part, become so …
I know. You’re just happy I didn’t say “bus.” Between the obnoxiously overused “threw him under the bus” and Good to Great’s most famous “getting the right people in the right seats on the bus,” it’s safe to say we’re all tired of the bus! So, in celebration of a fantastic Super Bowl, let’s talk …
The Sales Leader’s Job #1: Right People in the Right Positions Read More »
Last week I announced that I made the leap to return to full-time sales coaching/consulting. I’ve been overwhelmed by the positive response and am incredibly appreciative of all the good wishes and support. So, THANK YOU! In the post I shared that I not only had more fun, but felt I was more effective creating …
Creating Significant Sales Lift – More Effective From The Outside? Read More »
I just walked from a great job as head of sales where I was well-liked and appreciated. It feels kinda like I opened the door and jumped from a perfectly fine airplane. It seems crazy. When I share the news, many say things like “that takes a lot of courage,” while others offer congratulations. I …
There are a lot of under-performing sales teams today. For good reason, senior executives are concerned about sales results and I’m hearing many good questions about appropriate sales talent, sales deployment, sales compensation, sales activity, sales skills. All fair game and stuff that we sales improvement guys love to take on. But as I’ve pulled …
There’s been plenty written debunking the Sales 2.0 myth that you don’t need to make proactive telephone calls to prospects. I think we’re all past the failed fantasy that tweeting about our value-creating blog is going to produce the quantity of face to face meetings we need. And let me be clear, I am ALL …
Your Old Friend The Phone: Keys to Calling & “Magic Words” Read More »
One common reason many salespeople fail at new business development is because they’re always “waiting on the company.” Waiting for new marketing materials. Waiting for more training. Waiting for leads. Top-performing hunters don’t wait; they act. They pro-act (my word). They believe like I do that Sales is a Verb and top-performers aren’t waiting around …
Guest Post by Mike LaTella Ask anyone what it takes to be successful in sales and you are liable to hear a string of positive character attributes such as outgoing, attractive, funny, persuasive, interesting, and even charismatic. This leads many to believe that the recipe for sales success includes a base of great personality, two …
I was wrong. I loved watching syndicated reruns of Happy Days after school. The Fonz had the cool motorcycle, the girls, the leather jacket. But there was one thing he couldn’t say: “I was wrr… I was wron…” He never could get it out. I’ve got plenty of issues, but admitting when I’ve blown it …
Second Thoughts on Randy Moss – Eating Humble Pie Read More »
