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...
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...
Join Jill in Sales Summer School this August
Summer is a time when many sellers slow down because they assume contacts are away or not picking up the phone. Not true! Summer can be a phenomenal time to access hard-to-reach buyers when they are typically more relaxed and willing to speaking to you – provided you...