Do Not Call High!
Sales people across industries are often encouraged to “call high” by sales managers who believe it’s easier to be pushed down the corporate decision-making chain than to be moved up. Suddenly we have hoards of young sellers … many fresh out of school … wrongly...
Do You Confront The Brutal Facts?
One of my favourite business books is Jim Collin’s classic “Good to Great.” In chapter four he shares how a great company “confronts the brutal facts of reality head on” as opposed to the average organization that firmly plants its “head in the sand.” As sales...
Why The Whole World Is Counting on Salespeople
This is a guest post by Jeb Blount, author of People Buy You Let’s get real. The world continues to wallow in an economic malaise where unemployment is high and consumers and businesses keep their pocket books mostly closed. It is a tough time to be a sales...
Why you don’t want more customers in 2014!
So has Jill finally lost it? I’m advising professional sales people like you, whose primary mission is to bring in bigger better business each year, that you don’t want more customers! I am not losing my marbles. I know that you are mandated to, and compensated for,...
Beware Of Bad Advice.
I have considerable respect for Selling Power, North America’s “go to” publication for sales professionals. But a recent post made me see red. I’m always fascinated to read other sales experts’ views on how to address challenging sales scenarios. And so I was eager to...
NEVER EVER do this to your prospects! Real examples of sales calls gone bad.
Do not ever be this guy. This is a true story. The seller’s name is David. And yes, this is his real name. I’m not protecting the innocent because he’s not innocent. He’s guilty of the most moronic act of any professional sales pro today. I will protect the name of...
Seven reasons why good sales people fail.
I work with many extraordinarily talented people who sell for a living… every generation, all levels of experience and from a wide range of industries. Talented sales pros are on the go… their days are filled with activity. But this tireless hustle can get in the way...‘Professionally Speaking TV’ with Randall Craig… and me!
One of the highlights of the past two months was being interviewed by Randall Craig on “Professionally Speaking TV.” It was a fast fun 40 minutes as we covered everything “sales related” from dinosaurs to differentiation, hiring to firing, and shifts to trends. Take a...
Is your focus on the customer’s needs commoditizing you?
Consider this. You visit your Doctor… “Doctor I need something for the pain in my back.” The doctor examines your back… you wince… he prescribes drugs to address the discomfort. When the spasms return you visit a second Doctor. “Doctor I need...