Most Recent
Growth is not just a number.
Thinking of growth only as a quantity will hurt your ability to achieve your goals. “If you focus on goals you may hit your goals, but it doesn’t guarantee growth. If you focus on growth, you will grow and you will meet your goals.” I love that quote...
Products don’t win deals. People do.
Buyers choose to do business with you. Not your product. Your product is nice. I’m sure. However, your product doesn’t win orders. You do. I realize that this doesn’t come as revealed wisdom for most of you. The whole idea of customers “buying you” has been around...
Sales skills only get you halfway to where you need to be
Early in my first marriage it became clear to my wife that something had to change. And, that something was me. I had good potential as a husband. It was the human side of me that needed work. This same dynamic is at work in every role we play in our lives. Every role...
Be a generalist and a specialist.
The best career advice ever? Try to learn something about everything and everything about something.* Be a generalist and a specialist. A generalist about what you sell and who you sell to. A specialist in selling. How you sell. (And how buyers buy.) In your sales...
Do sales managers get in the way?
Timid sellers produce timid results. That’s on sales bosses. Warning: I’m going to use a sports analogy. While I’m generally leery of comparing selling to sports. I make an exception for soccer. The fluidity and ambiguity for how the game unfolds is a lot like...
Is your connection with your buyer hanging by a thread?
2 is better than 1 Don’t single thread it when you connect with a buyer. In this instance, I mean building a human connection with an individual stakeholder (not the collective buyer.) Would you build an account strategy for a major opportunity based on a...