The People Vector in Sales
We all know the marketplace has changed dramatically in the last five years, including how, what, where and when people buy. We see proof every day that businesses are increasingly …
Be a Stand-Out Seller: Method 3 – People
There are three methods that you can choose from to emulate stand-out sellers—even in crowded markets where products or services are hard to distinguish from each other. First, you can …
Be a Stand-Out Seller: Method 2 – Process
So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any …
Be a Stand-Out Seller: Focus on Product
Top-ranked sellers who work in crowded markets—especially in industries where the products or services are commodities or hard to distinguish from each other—can teach you a lot about how to …
Reduce Labor, Increase Sales
Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. …
Sales Geek Hero: Activated!
In my previous article, I talked about why you must embrace your inner sales geek. Now, let’s talk about what happens next after you start working skillfully with the numbers …
Embrace Your Inner Sales Geek
You can be great at working with people, but unless you match that ability with being able to work skillfully with your numbers, you will not succeed in sales. And …
Stand Up and Stand Out! 12 Ways to Get Your Prospects to Call You Back
No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales …
Right on the Money
Pop quiz: name me three companies who’ve mastered the art of sales acceleration today. You’d likely pick giant performers. Answers might include Apple, SAP and Salesforce. Or maybe exciting newer …
Cold Calling is Dead
It’s the worst question in sales and marketing today: How do I get better at cold calling? Spoiler alert: Cold calling is dead. Stop wasting your time with it.
Creating a Leader versus Promoting a Seller
I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too. …
Notes from the Front Line: Sales Manager Excellence
When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff …
