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Success and Failure Both Start with Your Character

Mindset is important. Yet, you can develop whatever mindset you desire and still fail. You can be a highly skilled sales professional and still fail. Yes, mindset and skills are important. However, they run a distant second place to the importance of character in a...

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Selling Starts With Your First Question

Selling doesn’t start until you ask a question. This may sound counter-intuitive to many sellers. Yet, it’s a hard truth that you can’t sell if you’re doing all the talking. If a buyer wanted a one-sided conversation with you about your product, they’d visit your...

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First, Turn Your Phone Off

Sellers, turn your mobile phones off And put them away, out of sight, while you’re making sales calls. It’s so obvious that one would think you shouldn’t have to remind people. And, yet… Weapons of Mass Distraction Recently, I conducted a workshop for a client...

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Are You Afraid of Success?

Are you afraid of sales success? You’ve all heard of fear of failure. Fear of failure has a sibling that could be holding you back. It’s called fear of success. Psychologists have a name for it: achievemephobia. I often think that this is a bigger problem for sales...

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How Has Sales Management Changed in the Digital Era?

I recently participated in a panel discussion webinar hosted by Pipeliner CRM about the changes in sales management driven by the digital era. John Golden, Chief Strategy Officer, at Pipeliner moderated the discussion. In addition to me, the panelists included Mike...

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How Many Sales Touches Are Too Many?

Sales is not about the numbers. Or your process. It’s about people and their time. Are you so consumed with hitting your activity goals, that you forget about the human beings that are the objects of your sales efforts? By this I mean the buyers and influencers that...

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Don’t Sell Like A Politician

Anyone else both fascinated and exhausted by the presidential campaign? We’re 14 months away from the 2016 presidential election and it’s already hard to avoid taking my eyes off of the news about the candidates because of the sense that a spectacular train wreck...

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Collaboration Is Easier Than Selling

Collaborating with prospects on their buyer’s journey to help them achieve their business objectives is hard work. But, it’s easier than just selling. I’ve written often about the fact that sales is not something that you do to a prospect. It’s a process you go...

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Tips For Small Companies To Avoid The RFP Sales Trap

“Why are you investing your time and money on this RFP?” That’s the first question I asked B., a VP of Sales who emailed me last week for advice on a sales opportunity his team was working. His company, B Co, is a bootstrapped SaaS start-up in growing space. The...

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