Successful salespeople today need to deal with numerous buyers, with different roles, and multiple and often varying interests. While product is always top of mind for sales people when it comes to selling more or shortening the sales cycle, you’ve heard the battle cry, “If our product would...
Read More
Hiring the right talent is a critical and challenging task that sales managers and small business owners face. As with most things in sales, there is no clear-cut linear formula for success — it is usually a number of different steps and activities applied consistently, then reviewed and updated...
Read More
Humans are visual beings, and as such your sales should leverage this visual bent in the course of selling. Sales people tend to be verbal creatures, which is why the best sellers use visuals wherever possible to not only improve how they communicate with buyers, but to accelerate the sales...
Read More
For many retailers, Black Friday is a make-or-break point in their fiscal year — there are no second chances. Planning and execution are more crucial than ever — execute the wrong strategy and you’re dead, utilize the right strategy, but mishandle the execution, and you’re still dead. While B2B may...
Read More
Even as many (some) celebrate Columbus Day, one can't help and have a chuckle about it, especially if you're in sales. Say what you may, there is no getting around the fact that Christopher Columbus was at the wrong place at the right time. Whatever glory Christopher gets, there is no disputing the...
Read More
There is a lot of talk in sales, sales people talking, buyers talking, sales people talking over the buyers. One can easily get the impression that there are a lot of words in sales that count. But the reality is that only one word that counts Execution — everything else is just talk!
The...
Read More
Accountability is one of those feel good words in sales that gets tossed around but is often interpreted or re-interpreted to meet or suit a narrow and current requirement, rather than the long term and ongoing success requirements of an organization. When speaking about accountability, it is...
Read More
B2B sales people often resemble and sell like the Energizer Bunny. They’re rarely nasty or point fingers, as often the fault rests less with them than with their environment. Their companies, through their front-line managers, wind them up and off they go, bouncing from one opportunity to the...
Read More
During The Objective Seller Sales Influencers’ Webinar I did for salesforce.com, and the lead-up post on the salesforce.com blog, I encouraged sellers to abandon their focus on pain and needs when engaging with prospects, and instead focus on buyer objectives as a more direct path to winning...
Read More
