When I asked the salesperson what he wanted in his next sales job, he wasted no time sharing his list. The list he shared betrayed his beliefs about sales, and, for me anyway, made him unhirable.
We tend to think of sales being won and lost on things that are tangible, the things you can see and count and measure. ...
Resisting the things you need to do to succeed doesn’t do anything to lessen the need to do them. What’s worse, however, is ...
I like disciplines, things you do forever because they produce some result that you want that isn’t really a goal. Running a ...
Every sales professional says they have a hunger to win, but few truly conquer as top sellers. My guest on this episode says ...
You have to do it: You have to create opportunities. If you are in sales, you are responsible for creating new ...
Your industry is different from other industries. What matters to you and your clients may or may not matter to someone else ...
You are not being rejected. You are being told no. These two things are very different.
Opportunity creation and opportunity capture are two different sets of activities. The reason I separate these two ideas is ...
As far as I have been able to discern, the composition of sales forces hasn’t really changed all that much. For all the bad ...
A few days ago, a reader of this blog made an observation. After reading the blog for years, he noticed that from time to ...
Even though a consultant can give you advice, show you where the pitfalls lie and help you see the trade-offs in the choices ...
I have no idea how many salespeople read sales books. The number that is tossed around is that some number over 90 percent ...
If you are not willing to be accountable for holding people accountable, then you will not have a culture of accountability. ...
One of the reasons so many sales forecasts end up wildly off base at the end of a quarter is because the interactions ...
The salespeople that you are unhappy with now made President’s Club last year. Up until recently—very recently—they were ...
This post was originally posted on LinkedIn. I posted it here so that I would always be able to point to it on a site that I ...
There are many of your peers who believe the ideas being spewed by the self-loathing, Henny Penny’s of “sales improvement” ...
My first book, The Only Sales Guide You’ll Ever Need, is a competency model. It covers 9 main attributes or behaviors ...
There are many organizational and leadership consultants out there. But real leadership is something most of them don’t know ...
You are not checking in. You are calling your prospective client to schedule a meeting to get the opportunity you were ...
