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Sales training and leadership development are dynamic, ever-evolving disciplines. As an industry thought leader, we keep our hand on the pulse of new developments in the field. And through our blog, we share our ideas and point of view with anyone who cares to read it. Check it out.
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Sales 101 – PreCall Planning
The other morning I met with a sales representative from a local business publication who wanted me to consider advertising in their magazine. After we had settled in and gone thought the preliminary small talk, I asked the sales rep what they could tell me about me and my business. You would have thought I had asked him to [...]
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Social Networking and Selling 2010
Is it me or has anyone else noticed that there seems to be a trend these days touting that sales and selling has dramatically changed? Dave Lakhani begins his new book, How To Sell When Nobody’sBuying, with the following statement: “Selling changed and someone forgot to tell the sales teams.” I read a ton of books, articles and blogs [...]
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Confession and Creating More Time
One thing 2009 has done has been to force me once again to try and work “smarter rather than harder.” I can’t be sloppy in this business climate! I have embraced this smarter than harder philosophy before – in spurts. Even with the best of intentions I usually fall back into my old inefficient ways [...]
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Comfort Based Decisions
My son is a Marine. Recently while on a visit home he spoke to my scout troop about making ”comfort based decisions” vs. long term consequences. As I stood off to the side I heard him say, “A scout has got to get good at saying no to himself. Your success in life is in direct [...]
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Seth Godin on Mediocrity
While doing some research I found this great knowledge bite – an interview w/ Seth Godin on Selling Power Magazine Video – “Slip into the mindset of a winner” -www.sellingpower.com/video. Just a little pick-me-up on a Friday afternoon to help me go the distance!
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I wish I had been better.
This morning I drove 50 minutes to meet with an executive of a software development company. I had seeded this propsect, had sent a confirming email the day before and had done my research. This appointment had been the first goal in creating a new customer. I was looking forward to it. Initially we were [...]
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Leadership
Reading an article on “the central task of Leadership — intentional influence”…http://tinyurl.com/r3ptpf #fb
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“I would like to have you as a customer.”
“I would like to have you as a customer. May we get started?” I found it in Robert W. Bly’s book, Zero Pressure Selling: How to Close More Sales By Building Relationships, Avoiding Hype and High Pressure Tactics. Bly writes, “Closing requires you come right out and say to the prospect, ‘I would like to have [...]
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Sales (Tool) Resource
Last night while reading I came across a pretty interesting sales resource: www.sellingpower.com/video. Check it out and I hope it helps.
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Selling Scared
Earlier today I met with three sales managers to discuss possible sales training. I asked the following question: “How would you chararacterize the attitude/morale of your salesforce?” After nervously looking at one another, one manager answered: “They’re scared.” I had to ask, “What does selling scared look like?” They all went on to describe scared [...]
