Most Recent
Why I Was Almost Fired
I was almost fired 2 weeks into my first sales job. The reason? I wasn’t “salesy” enough. The sales training manager told my boss I should be fired because I was “too analytical” and not salesy enough. His verdict was that I’d never...
Selling Out is Killing Your Bottom Line
In my new book, titled (not surprisingly) Sell Without Selling Out, I describe how the behaviors of sellers fall into one of two categories. The first is Selling Out. The other is Selling In. Why is this important? Because ‘Selling Out’ explains why...
Before You Can “Fix” Your Sales, Master The Fundamentals
In the hierarchy of things that you can do to improve your sales performance, there are both simple and complex solutions. Depending on your company’s particular situation, both the simple and the complex solution could provide value to your organization. They...
Sell Low
Sell Low: Actual Decision-Makers and When NOT to Sell to the C-Suite The drumbeat from the sales experts has always been the same: Sell High. Always sell to the decision-maker. Don’t waste your time with anyone else. Talk to the CEO and tell her that you want to...
Selling More: 4 Steps to Break out of the Sales Doldrums
Key Points The key to winning more orders is to “sell more” which means to consistently take actions that will lead to orders.Doing “enough” is never “enough.” More leads to more.Even with an influx of customer initiated leads, it may not be enough to make quota. A...
The Essential Small Business Guide to Sales Lead Follow Up: How to Convert More Leads into More Orders in Less Time
The Essential SMB Guide to Sales Lead Follow Up: How to Convert More Leads into More Orders in Less Time For the small or medium-sized business (SMB) every inbound sales lead has the potential to become not only an order, but also to transform itself into a...