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Focusing your activities for a productive week can add hours to your life and sales in your pocket. For those of us in B2B sales, we typically operate on a weekly cadence as professionals. This Monday-Friday culture mindset is very hard to change, so we might as well live into
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Never allow a person to tell you no who doesn't have the power to say yes. ~ Eleanor Roosevelt It sounds like Sales 101 to have to tell a salesperson to ensure they are dealing with a decision maker. However, this mistake is unfortunately common. When you are dealing
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I love dinner parties. I like meeting new people and having conversations that vary across all kinds of niches. It's a place to meet new and interesting people and enjoy the hospitality of friends. One of the things that I also like doing is picking up an appropriate
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Solving problems may seem like a skill set around rolling your sleeves up and getting to work on a solution. That is the bullish approach that seems straightforward. However, it is not necessarily effective. I have found that the problem is less about working hard to solve what may seem
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The tactician aims her efforts towards anyone and everyone with a pulse in hope of a sale. Meanwhile, the strategist thinks through one simple question - "Who can say 'Yes' to me?" The difference between effort and results can be identified quite clearly in the efforts
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We see a lot of sales models changing in the new economy. There's less selling going on. As a buyer you may have seen this happen. Now that you are glued to your iPhone or able to find anything you want, what do you do when buying a
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I received a call out of the blue recently and uncharacteristically took the call. I was waiting on another call from a number outside of my area code in Austin, TX. It was a mistake. A smooth and fast-talking salesman was on the other end. I had signed up for
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There was a lot of hype and promise over CRM systems last decade, especially with the collaborative value of Salesforce.com in the cloud along with many other CRM systems. Essentially, CRM moved from independent sales people with their own desktop contact management to a team selling environment. Managers loved
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I don't know the key to success, but the key to failure is trying to please everybody. - Bill Cosby Selling today is not about broad coverage and bombing every known venue with your sales pitch. That is a surefire way to come across as noise, especially since
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If you have been in business for a while, you know that one of the hardest things to do is get a new customer. It is why selling is not for the faint of heart. It is for the creative and bold. Furthermore, if you have done business for some
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If you had to sell without a sales force could you do it? What if you had to get rid of your entire sales team? Could you make selling work? I have seen businesses with older mindsets that seem to be addicted to headcount as a metric more than results.
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If you sell something simple buyers don't need much education. We have a built-in shorthand to understand the offer. Furniture, cars and dental exams fall into this category. You know what these products and services are. The decision of whether to buy luxury or cheap may become a