This is one of the classic debates about sales and selling. It is very similar to the ‘nature vs. nurture’ debates that young adults without kids and too much time on their hands indulge in. (Anyone with kids quickly learns the answer to this…) The answer is that both process and skill are required to succeed in sales. However, process provides the platform for […]
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The Modern Definition Of “Relationship” In Sales
I read so much nonsense about relationships in sales. Just over the weekend, on LinkedIn, I saw several posts about the “myth” of relationships in sales. The problem these people have is that they can’t get past a single definition of a “relationship” as an “emotional bond between people.” AKA friendship. That’s such an archaic […]
Stories In Selling – Are Your Stories Worth Repeating?
Take Advantage of the “Telephone Effect” A lot has been recently written about the power of stories in selling. The power of stories to communicate context and value is undeniable, if they are used correctly. The effective use of stories requires you to remember that the exclusive audience for your story is not the person […]
Are You Running A Lead Deficit?
The most important number that every sales rep needs to know before he or she can build an effective sales plan for the new sales year is their Lead Deficit. To give yourself a solid chance of making your quota you have to know this number. Here’s how it works. Making quota is based on […]
Challenge Your Own Status Quo
“In all affairs, it’s a healthy thing now and then to hang a question mark on the things you have long taken for granted.” That’s from the famed philosopher, Bertrand Russell. This applies in spades to sales. We are stuck on paradigms of how we sell, how we train and develop sellers and how we […]
How to Transform Your Sales Responsiveness
In sales, your competitors are not your enemy. Time is your enemy. Time is the most limiting aspect of your sales efforts. You need time to develop new prospects. You need to get time from your crazy busy prospects to sell to them. And you need time to help your qualified prospects move through their […]
