Archive for 'Sales 101'

I’m a Natural Born Liar!

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I’m a Natural Born Liar!

What better way to end the year than with a confession. Might be good for my soul. I was sitting around the other day and I was musing about what terrible liars some salespeople are. They are actually terrible on two counts …

  • They lie about the most basic, and yet the most important, things.
  • They are not even that good at lying. I can easily discern whether you are flat ...
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Selling 101 – Act Like You Work There!

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Selling 101 – Act Like You Work There!

While the concept is simple, putting it in writing will be more of a challenge. This technique has evolved over my 40 years of B2B selling. It requires a great deal of nuance but, if you can master it, it might be the most powerful sales skill that you can develop.

This technique is based on the premise that, when you are perceived as someone who actually works for the company, vs. as a vendor who is ...

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Weaving Social Into Traditional Selling

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Weaving Social Into Traditional Selling

For those of us who have been around for a while (some of us longer than others), the mere thought of upending our proven routines can be … unsettling. Speaking for myself, I abhor change. I thrive in a system of perfect order, rules, and predictability. Hence, when approached with the prospect of social media, my first, second, and third reaction was to reject it.

Finally becoming open to the possibility that this phenomenon might be an effective business tool (nobody talked ...

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The 5 Biggest Differences Between Top and Bottom B2B Sales Performers

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The 5 Biggest Differences Between Top and Bottom B2B Sales Performers

Have you ever wondered why there seems to be such a large gap between the top sales performers and the bottom ones? Why do some sales reps hit their quotas effortlessly while others struggle and lag behind?

Being good at sales is a skill. It takes discipline, hard work and often natural talent. Some people are just born good salespeople, while others need to work at it. As a sales manager, you ...

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Selling 101 – Managing Customer Expectations

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Selling 101 – Managing Customer Expectations

I can’t speak for you but, I am all about expectations! As a salesperson, I want to set realistic expectations for my clients and then … always exceed those. As a customer, I expect the salesperson to set realistic expectations for me and then, at least meet those. Exceeding them is the icing on the cake.

Most of my expectations revolve around time. When can I expect … ? The time specified is generally not ...

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Is the Commission – Quota Sales Model Dead?

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Is the Commission – Quota Sales Model Dead?

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? Before you read on, in full disclosure, you should know that I am on the wrong side of 60 and have been in B2B sales and management since 1977.

Now, I like the company that featured this post and ...

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