October 28, 2009 – 2:03 pm
Have you ever spent two wasted hours in a sales meeting? Mondays or Fridays are usually the day. Sales management sends the invite, 20 minutes before the meeting, and all hands get on the phone. Each sales person takes a turn going over the 3 top deals, or something to that effect.
Sales Fire Drills >> [...]
October 27, 2009 – 2:49 pm
Sales people come in all shapes, sizes, and skill level. The very best fire up every day and go. The others not so much. The best ones improve skills, product knowledge and industry knowledge. The not so good, work hard to appear busy. How can sales management know, with certainty, what sales guys are doing?
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“Hi, my name is Peter, may I speak to Tom Jones, your Director of Marketing?”
“Hi, my name is Peter with Sales Software, we offer companies like yours tools to close more sales leads, may I speak with Tom Jones, your Director of Marketing?”
Two approaches to same task, the cold call. The first one is faster [...]
The salesman looked down at his gold Rolex. 2 hours till the meeting with Jim Otto, CFO of ACME Enterprises. The salesman flew in that morning, rented a car, and was now staked out in a Starbucks. He liked to get into town early and to scope out the address with plenty of time to [...]
Now is the time, as all competitors cry, as lazy salespeople die, to work your ass off. Now is the time to gain huge mind-share with prospects.
I played pro football, yes I did. I have a shiny bauble on my ring finger that Al Davis handed me in 1983. this super bowl ring motivates me [...]
A lead qualifies to an opportunity and the opportunity is won or lost, or the opportunity sucks time and resource from the selling team as a vampire sucks blood from his victims. This sales stage is called Vampire. Sales records which keep bobbing on the pipeline but which closing is futile, are Vampires. Time [...]
December 23, 2008 – 11:19 am
Bookstores are full of sales books which lay out objection handling methods. I know of one that has a mind numbing 10 step process guaranteed to kill the objection and the prospect. Through many years of power based selling I have come up with a few ways to make objections your ally not your enemy.
Picture [...]
February 10, 2008 – 3:29 pm
The salesman was nervous. The weekly pipeline meeting starts in 15 minutes, and no progress has been made on his top deals. The boss is big on progress, and the salesman has made none. The salesman is not lazy; he is disciplined and conscientious, traits that have made him a top salesman–in the past. He dials the [...]
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