Do you sell to human beings?
Selling is both “art and science.” The science is the process. And the world’s most successful sales organizations all have a consistent and disciplined sales process that is aligned with how their customers buy. But the science without the art is like the Oreo cookie...Smart Selling #1: Stop Cold Calling!
Three critical success factors to get in the door faster.
In this episode of Smart Selling, I answer the most frequently asked question: “What’s the best way to get in front of a brand new prospect?” [pb_vidembed title=” ” caption=” ”...
It’s Not Just About Experience
I was recently asked by a colleague to share my top three insights to help younger, less experienced sellers be successful in their careers. I love working with young new sales pros because they are eager to “get producing” as quickly as possible, they usually have...
Want more time? Forget time management.
It’s a fact of life. The expectations of our customers, our bosses and our families require us to do more, and do it faster. Juggling existing customers and incoming leads, negotiating with price conscious buyers, squeezing in new business development activity,...
Your “Stop Doing” List
Everyone has a “To Do” list. I was introduced to the concept of the “Stop Doing” list in one of my favorite books, “Good to Great” by Jim Collins. Over the years I have witnessed some frightening selling practices. And I’ve...