It’s People, Not Solutions I never wanted to be in sales. The very idea repulsed me. As a young man, I believed salespeople were selfish, manipulative, and dishonest, only after money at someone else’s expense. As someone who worked in operations, I was unaware that my ...
If your sales are not what you want them to be—or need them to be—you have to change. It isn’t enough to work harder, doing ...
The success of your strategy depends on the success of your only real asset: your salespeople. Your businesses strategy is ...
There are dozens of reasons that your dream client opportunity may stall. Winning deals requires keeping your opportunities ...
There is a difference between respecting your competition and fearing your competition. Respect, they deserve (some more ...
There are exceptions to every rule. Even though the iron laws of sales cannot be broken, sometimes a salesperson can win a ...
There is no mistaking the importance of a great first impression; it can make enough of an impression to open a ...
Salespeople and sale organizations are notoriously bad at forecasting. A quick glance at the pipeline will most likely ...
Most salespeople believe that they have the greatest ability to sell and to influence a deal in their direction during their ...
There aren’t many things that come easier to a sales manager than being frustrated with their sales team’s results. Sales ...
At some point in the sales process—especially if there is a competition—you are going to make a presentation to your dream ...
You must respect your competition, but that doesn’t mean you have to fear them. Even if they are bigger, and even if you ...
No matter how good your product or service, no matter how excited you are about it, no matter how much you believe—and you ...
The game of sales is as much art as it is science. But that doesn’t mean that there aren’t rules that apply and that need to ...
Much of what I have written here is about competition and winning in sales. Much of the time we find ourselves competing ...
Before you can win any deal, you first have to get in. That means prospecting, finding the right contact, and then having ...
A pint of sweat saves a gallon of blood. –General George S. Patton I don’t believe that activity by itself is enough to ...
Sales is a blood sport. It is a zero sum game; somebody wins and somebody loses. Because this is true, it is easy to lose ...
The only cancer that is spreads by contact is negativity. Negativity is a communicable disease. Fortunately, you can ...
There are some things about sales that are difficult to explain. Sometimes, even though there may be no way to prove that ...
One of the primary reasons salespeople fail to gain the time and attention of C-level executives is because they lack the ...
