If you are reading this post, it means my beloved The Sales Blog is back online after being taken down by Anonymous. Apparently, they took down Go Daddy for supporting SOPA and similar anti-freedom legislation.
In law school, I was taught that there are rules. You look at a fact pattern and apply the rule to that fact pattern. The ...
It’s not easy to manage your client’s expectations. They want to buy a better outcome; they don’t normally want to buy the ...
Some people believe they know everything they need to know.
Have you ever left a sales call and wished that your dream client had asked you a certain question? Is there some question ...
Selling well isn’t easy. In fact, it’s getting tougher all of the time. The environment is more challenging, and much more ...
A newborn lion cub can’t take care of itself. For the first year of its life, its mother, and other female members of the ...
Admit to yourself that the fact that you can create value for other people doesn’t mean that you must always say “yes” to ...
Have you ever been in a competitive situation where your price is raised before there is a discussion about you having been ...
Since December 28, 2009, I have written 1,000,000 words here at The Sales Blog. If the average book is 60,000 words, I have ...
If you are a parent of two or more children and treat all of them the same, you are abusing some of them. Your children are ...
The most important question you are ever going to ask yourself when hiring a salesperson is this: “Is the right person for ...
It isn’t as easy to sell as it once was. You used to need a few attributes and skills. If you had those attributes and ...
From time to time it can be good to bring the sales force together for a massive, all-out prospecting assault. There’s ...
Your fancy day timer binder can’t help you manage your time. The time management classes you took can’t help you either ...
There have been 297 post-conviction DNA exonerations in the United States. Seventeen of these people were sentenced to die ...
Oh, your dream client gave you their business all right. But that doesn’t mean you didn’t really lose on price. You can win ...
You ask your salespeople to accomplish a lot. What you ask of them requires much of them personally and professionally. ...
Some organizations train their buyers to negotiate more than once, each time taking more and more out of the deal. These ...
Are you the hero in your pitch? Or is your client the hero?
