I never wanted to be in sales. I only went into this field because I had an idea to start a company. The SCORE consultant I met with told me my plan wouldn’t succeed unless I learned how to sell. Ugh! It was the last thing I wanted to hear. But I listened … and got myself a sales job at Xerox. It was brutal, hard work. Turnover was high.
I love reading articles, books, and all things sales. Some I read to learn, others for pleasure – some people just write well; and then there are those that I read just to see how badly I disagree with the writer and their views. Among these my favourite by far, the ones I read for a laugh, a good deep belly laugh, are the articles that usually h
The competition has been fiercely pursuing this account, but you feel like you have the edge. All indications are that you are going to win the business. Then, a call comes in from the Procurement officer who says: “We think you guys are great and we think we are going to go with you. Here’s what we want to do. We want to
For many companies, implementing a CRM is not an easy task because for decades sales people have been “doing it their way” and now, all of sudden, we are asking them to standardize their communication and organization methods. So, for the record, when implementing a CRM, please know that you may initially hear some groan f
Wow, what a title! For those of you who are already a bit wary, I challenge you to continue reading; if not for the ideas and thoughts herein, then at least out of pure curiosity. Before you go any further, let’s agree on a couple of things first: 80-90% of leads (from activities such as trade shows, advertising, direc
It’s that time of year. You’ve just been handed a new, higher quota for 2016. Or, you’ve set your own goal to achieve a personal milestone. If you struggled to achieve your objectives in the past, here are three videos that highlight the latest research on this topic. I think you’ll find these strategies helpful. 3
I meet a lot of sales people (and pundits) who tell me cold calling doesn’t work. As you poke about and explore things a bit, you find a number of recurring elements among the “cold calling is dead” argument. One of which is the question, what’s not working, the process or the execution, or at times both.
Sales people are searching for the secrets to selling success…These two words are the drivers that will take their income to a new level So, the title pulled you in because you think that someone has found a new formula for water…that there are two words that you can say that will skyrocket your revenue and commissions. The title referred to
Given the fact that we think a lot faster than people speak, and much faster than our ability to listen, it is always important to look for ways to stay focused on what a prospect is telling us, and not rush ahead or interrupt with a thought triggered by something they said. My favourite way, is one I was taught long ago by a mentor; his approach i
Sales people often say they want to be managed as if they were operating their own business. And, that’s exactly how they should be managed. Yet, there is a disconnect between how sales people perceive running a business works…and real-life. A sales business plan can help bridge this gap. During my work with clients, I’m often asked to int