I do. I wish all the wonderful sounding things we read from supposed “experts” online were true. Wouldn’t it be great if the perfect new sales tool they were pitching to us cured all that ails our sales? And how much easier would it be to fill a pipeline with legitimate sales opportunities if all …
With the 3rd OutBound Sales Conference less than three months away, I keep getting asked why OutBound has become so popular and what makes it unique. My answer is threefold. First, it’s the very specific focus. Every session is designed to help individual sellers and sales team leaders increase effectiveness in these areas: Prospecting. Pipeline. …
I have worked with way too many salespeople whose single biggest challenge is that they live in reactive mode. They sit and they wait. They wait for a lead. They wait for a customer to raise its hand and make a need known. Instead of proactively working their strategic target account list, they wait to …
The Most Valuable Salespeople Don’t Wait for Opportunities; They Create Them Read More »
Where is Your Strategic, Finite Target Account List? Selecting “Targets” is the first step in the New Sales Driver framework outlined in New Sales. Simplified. Selecting Targets is first for a reason. It’s one of the very few chances we (in sales) have to be strategic. If we’re really honest, most of what we in …
Where is Your Strategic, Finite Target Account List? Read More »
Last April, Jeb Blount, Mark Hunter, Anthony Iannarino and I launched the first OutBound Conference (pictured above). It was a sales conference for salespeople and sales leaders who wanted to take ownership of creating their own sales opportunities, responsibility for filling their sales funnels, and to experience success bringing in record amounts of New Sales. We were …
Ladies and Gentlemen of the Jury… For six years I’ve been prosecuting the case against what several of my friends and I have come to call the #SocialSelling-Only, the Inbound-Only Prospecting is Dead Charlatans. On many platforms, and in front of many audiences, online and in-person, my friends and I have made the case that …
In case you’re not a sports fan, haven’t turned on ESPN lately, or seen a sports page, tomorrow is the NFL Draft. The hype is close to unbearable. And laughably, so is the pathetic track record of the supposed experts telling us who’s the next surefire superstar. (The image above is comedian Frank Caliendo impersonating ESPN NFL …
Be Wary of Sales Experts and NFL Draft Experts Spouting Opinions Read More »
I often get notes from people who read my blog or books asking where they can attend a public event to hear me speak. It’s flattering to be asked, but also frustrating to have to respond that “you can’t come see me” because 99% of the events I do are private engagements (sales kickoffs, annual meetings, …
My sales management mentor, Donnie Williams (who was also my sales manager in the late 1990’s and my business partner in the early 2000’s), was great with one liners. He’s the one who came up with the quip I often use when salespeople tell us they are worried about selling more because production or the …
You Are Responsible for the Health of Your Pipeline, Results and Retirement Income Read More »
The Sales Kickoff Meeting Season for 2017 is nearing its end. I’ve been privileged to speak to many sales teams across North America over the past six weeks, and there’s still one GIANT kickoff meeting remaining on my calendar. The good news is that you’re invited, it’s virtual, and you can attend from anywhere on …
