What’s The Best Sales Advice Or Training You’ve Ever Gotten, And Still Use?
The one thing I’ve learned that I use every minute of every day is that to be successful in sales the seller must understand and align themselves with their buyer’s view of the world. What problems is the buyer trying to solve and why? How does the buyer envision...
It’s Not About You…It’s About Your Customer
It’s not about you…really! I’m sure you’ve heard it said in many different ways: “You were given 2 ears and 1 mouth…use them proportionately” “You never learn anything by talking” “Most people listen with the intent to respond…not with the intent to understand” So, we...
January as a Spectator Sport
I was reading an article that pointed to research showing that 80% of us fail to keep our resolutions by February… the promise of change, the promise of renewal, the promise of hitting our sales targets, the promise of… well does it really matter what the promise is?...
You Can’t Game the System
In a recent post on his blog, Seth Godin compared ‘hacks' and scientific experiments to one another. He explained that hacks are focused only on the outcome of a scenario, while anyone searching for fairness and utility rely on a process. And, that reliable process...
To Pitch or not to Pitch? That is the Question.
The question of whether to teach salespeople a product pitch, or not, comes up consistently, especially in technology and software sales. In fact, many organizations start training new hires with standard product pitches and even have competitions to see who has the...
How To Fall In Love With Prospecting
There are very, very few of us who are born loving to prospect. If you are one of those are prospecting unicorns you may not need to read this (just kidding). If you are in the vast majority of us who tend to view prospecting as our least favorite activity, please...