When I teach undergraduates my Personal Selling course (a survey on business-to-business sales), I begin the class by asking the students to tell me what words they would use to describe salespeople. Without failure, I hear words like “greedy,” “selfish,” and ...
Your sales manager should never have to manage your activity. Your self-discipline, your goals, and your personal ambition ...
Howard Bloom is a polymath, which is a fancy way of saying he’s into all kinds of things and does extraordinarily well at ...
There’s meaning in the craftsman’s work.
Are you approaching your work with excellence as your primary goal and outcome? If you are what you repeatedly do, as ...
Most people don’t really intend to be takers. They don’t intend to do social media wrong. But the tool kit makes it easy. ...
Take a look at the scale in the picture above this post. The scale is perfectly balanced. Your results in life—and sales—are ...
One of the keys to prospecting effectively is having a differentiated, compelling idea. You get in because you have some way ...
I’ve been working on a little project with my friend, Gerhard Gschwandtner. We’re calling it The Sales Leadership Talk Show. ...
When opening relationships is more difficult than closing, why wouldn’t you have a strategy for getting in at any level? Why ...
So many things in sales are outside of your control. This means that you have to be exceptional at all of the things that ...
The easy answer is that you should all of the time be proud of your profession. But, if you haven’t fully embraced you life ...
No doubt you’ve had the experience of a prospective client asking you what makes you different so that they could justify, ...
If you know that what you are selling isn’t right for the person buying it, you should be ashamed to sell it to them. This ...
There is no “best question” for you to ask during your needs analysis sales call. There are “best questions.” Personally, I ...
There’s so much written now about how the imbalance of power between buyer and seller in the past was due to the fact that ...
You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is ...
We have now left the linear world As a publisher of a very successful magazine that has now lost much of its revenue to the ...
Is it because you believe that the fact that you made a cold call to a prospect you are entitled to a call back?
I just listened to a voicemail from a salesperson. She said she wanted to invite me to a conference that I would “absolutely ...
Do your actions match your stated beliefs? Is what you do congruent with what you say you believe?
