As a company grows, it acquires major accounts, which I call dream clients. These major accounts are far bigger than the bottom 80% of their client base. The value proposition and the expectations of these client segments are also very different. Over time, not ...
It’s interesting how many salespeople don’t know how much their prospective dream client spends in their category. Some are ...
A long, long, time ago, I lived in Los Angeles, California. I was young and I had a date with a really nice girl. We went to ...
One of the most dangerous mistakes a salesperson can make is to go without activity. Even the shortest periods of time ...
While we are on the subject of getting things in the wrong order, you can build it, but it doesn’t mean anyone will come. In ...
First you make the investment, and then you get the results. This is as true for salespeople as it is for their managers. ...
It’s easy to write about how salespeople get things wrong. We all start this game knowing nothing and we have to learn ...
Most of the excuses for poor sales performance aren’t valid. They aren’t real, and they have no bearing in reality. Most are ...
Salespeople make too much of their sales process, and sales managers too little. Having a sales process and not using it is ...
There is nothing like winning your seven-figure dream client. You pursued them over time, you competed against the best, and ...
When we are born, we know nothing. We are an empty vessel. The great mass and wealth of human knowledge is unknown to us. We ...
We gripe and complain that salespeople sell products instead of selling solutions or selling the value that we create. Then ...
My territory sucks. My commission structure sucks. My company’s policies suck.
If you take a person’s money, you owe them the work. This is true when the person is your client, but is equally true when ...
Nothing has a greater impact on your sales results—or your results in life in general—than your beliefs. Your belief system ...
Every salesperson should have a list of target accounts. Not just a list provided by management or marketing or a list that ...
A long, long time ago, I had a very difficult client. She was nice enough to give me her business, but from that point ...
Some salespeople work for rather small companies. The way things work in a small company or a small office is different than ...
One salesperson has a territory. They complain about that territory. They argue (endlessly) that there aren’t enough ...
Sometimes you run into a decision-influencer that is an obstacle or roadblock to a deal. Worse, sometimes it’s a ...
This question comes from a young, sales rock star in the heart of the Midwest. She writes: “What is the appropriate way to ...
