Don’t be a sales TERMINATOR – qualify rather than judge your prospects
Boxers can lose a fight before they even get in the ring. So can salespeople. A sale can be lost before you even step into the selling ring. It all starts with your perception of your prospects.
How to click click click your way to failure
I wonder what would happen if we could aggregate all the time we spend clicking around inside our various sales apps, or between sales apps, and measure it. How much time would it add up to?
A next gen sales methodology
Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.
Why technology-enabled services is the new frontier for sales
Not too long ago, I was chatting with the founder of a private equity firm in the US, who reaches out periodically to share what’s going on in his world and to hear about mine. He told me about one of the key trends he’s seen in the past few years in many industries: Technology-enabled services.
Good to great sales teams
Jim Collins’ bestselling book, “Good to Great” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.
How to pluck the best salespeople directly from the tree
Wouldn’t it be great if you could simply stretch out your hand and have the world’s highest performing salesperson appear before you by magic, eager to join your team?
