A few days ago I received a call from a journalist. She was writing a story about how one knows that it is time to fire a salesperson. I don’t believe she expected the answer that I gave her. I do believe that she will use a lot of what I gave her in the magazine article ...
When you speak or present, it feels like you are giving a lot of energy. You feel passionate and enthusiastic. You believe ...
The most dangerous words you say to yourself are the words you place behind the words: “I am . . .” or the words “I can’t.”
The contact at your dream client is receptive. She’s even more than that: she’s friendly! She takes your phone calls. She ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
We spend a lot of time thinking about how to compete against our toughest rivals. We spend less time thinking about how we ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Some opportunities are really zombies. From a distance, they look like they are living, breathing opportunities. But as you ...
Some of the “opportunities” in your pipeline are dead. Or rather, they are undead. The undead, zombies if you will, look to ...
There is a scene in the movie Patton where General George S. Patton is racing across Italy in an attempt to beat Montgomery ...
You can tell your people what to do. You can tell them that they have to do it. You can even give them a goal and a quota. ...
In this podcast, I interview Mike Sabin, Senior Vice President of Sales and Marketing Solutions for Dun & Bradstreet. ...
I can’t imagine that anyone reading this blog doesn’t have an investment account with some brokerage firm. We know we have ...
Salespeople are getting soft. Like marshmallows.
A good sales process can help you to win your opportunities—and faster, too. But a good sales process has three different ...
Sometimes your prospect knows that they are dissatisfied. They know that they need a better result. They may even know what ...
For a very long time, successful salespeople had a very specific set of competencies. These sales skills served them well ...
New salespeople can be confused as to how much prospecting they need to do to succeed. Part of the confusion is caused by ...
One of the primary attributes a new consultative salesperson must possess to succeed today is the ability to lead a team.
In many sales organizations, there is too little candor. There are conversations that need to be had that are instead ...
