Archive for 'Sales 101'

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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Selling … Still a Numbers Game?

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Selling … Still a Numbers Game?

I began my B2B selling career back in 1977 when I went to work for a national company and I was assigned a geographic territory in Los Angeles where I was expected to make 30 in-person cold-calls each day. We were offering business calculators that averaged $500 each although we also provided specialized and accounting systems that could land for over $10,000.

My goal was to place at least 5 of these calculators, each week, in offices on a trial basis. Continue Reading →

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Three Things That I Would Do Differently as a Sales Manager

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Three Things That I Would Do Differently as a Sales Manager

I spent most of my professional life as a sales manager in some form or another. I had my share of successes and … not such successes. Most of these were related to the hiring and development of reps. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun!

Certainly, if I were to hire and develop salespeople today, you would have to be an idiot to ...

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Selling 101 – Series Introduction

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Selling 101 – Series Introduction

For the past several years, the focus of my writing has largely been devoted to social selling. Why? Because that is the hot topic and it is also what people have asked me to write about. Gives the folks what they want. I would also strongly endorse the benefits of this (r)evolution!

Social selling has brought about some dramatic changes including selling-marketing mashups as well as specialized sales positions … SDR, BDR, etc. Now, I ...

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I’m Not That Good of a Salesperson

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I’m Not That Good of a Salesperson

I started B2B selling in 1977. As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps.

As a manager (and as ...

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