No salesperson denies the importance of relationships in creating and winning opportunities in business-to-business or major account sales. No salesperson denies the need to take the long view in their actions and behaviors. Consistently behaving as if these statements are ...
You want to beat your competition. You deeply believe that you are better than they are and that you deserve your dream ...
Two of the most remarkable mistakes that salespeople (and lots of other people) make are giving up too soon and not having ...
It’s easy to see the sales process as linear and horizontal. It is a set of activities where A precedes B, and B precedes C. ...
Most of us go to work each day and we do our jobs. We go about all the tasks and activities that we believe produce results, ...
Sales is a competitive endeavor. As you pursue your dream client, one that likely already belongs to your competitor, know ...
In the game of chess, White moves first. There are twenty opening moves available to White, or so it appears. In reality, ...
I don’t know how long your sales cycle is. I don’t know what your quota is or what your goal for this quarter is, either. ...
Life sometimes has a way of intervening in your plans. Work comes with its own set of challenges, but your personal life can ...
As salespeople we work hard to understand the dissatisfaction that is our dream client’s motivation and rationale for ...
A recent post I wrote on competing and cooperating drew a comment on LinkedIn. The comment suggested that as salespeople we ...
I have already written about how unhealthy the Request for Proposal process is. It doesn’t work well for the company making ...
A great needs analysis or discovery sales call is a work of art. When done well, a great salesperson can draw out the ...
The great game of sales is a competition. It is a zero sum game with one winner and all other competitors necessarily ...
I never wanted to be a salesperson. I had a much more interesting plan, and I was truly enjoying myself pursuing it.
Threats are sometimes spoken, and sometimes they are implied. Promises are sometimes made, and sometimes you believe ...
From time to time, you may need some help pushing an opportunity over the line. You may come across an opportunity that ...
You are entitled to qualified prospects, if you are willing to mercilessly disqualify anything less than your dream clients ...
So, you are looking for your first sales job? You are ready to embrace the role and all that comes with it. If you are going ...
Last week I received an email from a friend. He congratulated me on The Sales Blog being named the Top Sales Blog for 2010, ...
There is more and more talk about social media and its impact on selling. They’re calling it social selling. It isn’t hard ...
