Last week, the guys from OneSource showed me their new product, iSell. It is a Sales 2.0 enablement tool that rolls up information from a massive number of sources in a very meaningful way and with a super slick interface. Whenever they release iSell, it is worth checking ...
Yesterday I had the rare privilege of interviewing Tom Peters about his new book, The Little Big Things: 163 Ways to Pursue ...
Most salespeople spend too little time calling on the very best prospects, their dream clients. Most of the time this is ...
A cottage industry has sprung up to serve salespeople. Well, they don’t really serve salespeople. They really serve people ...
There was a time when knowledge was power. Knowledge was power because so few had it and because so little was known by ...
In the game of football, if everything goes perfectly, almost every offensive play is designed to score a touchdown. This is ...
My list of success attributes numbers eleven. It will soon number twelve, with the addition of Adaptability. I have had ...
Two kinds of people hate to be micromanaged.
For some time, I have struggled with sales processes. I love the big timeless principles, but too often they ignore the fact ...
For solid couple months I have written here about some of the attributes and skill sets that are required to succeed in ...
I have written here on numerous occasions that I am an avowed sales process agnostic. It is, in part anyway, hyperbole. I ...
I used to really like the term “trusted advisor.” It used to seem like a nice term to capture some of the behaviors and ...
Last week I received an email from a friend of The Sales Blog. He is a consistent reader and sent me his comments about ...
Everyone knows that the top 20% of salespeople generate 80% of the results. This is a surefire plan to not be bothered with ...
Sales is absolutely getting too soft. That’s because salespeople are getting too soft. It is our fault, and it has reached ...
This is the 11th attribute in the foundational success attributes and skill sets.
1. Move From Products and Solutions to Outcomes The first way to improve your ability to achieve outcomes and real results ...
1. Read and Study Leadership Leadership is a complex array of skills and attributes. There are as many definitions as there ...
1. Identify and Build the Team In many cases, salespeople lose more deals to the prospect deciding to take no action than ...
This post isn’t about tactics. There are excellent books on negotiating tactics, including Getting to Yes, by Roger Fisher ...
