Posts Tagged 'Selling'

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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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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3 Point Shot – Random Thoughts on Selling #4

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3 Point Shot – Random Thoughts on Selling #4

I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article.

All these partial posts are like annoying threads that keep popping up on the edges of my favorite worn out bell-bottom jeans. Well, I’m getting ...

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3 Point Shot – Random Thoughts on Selling #3

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3 Point Shot – Random Thoughts on Selling #3

I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article.

All these partial posts are like annoying threads that keep popping up on the edges of my favorite worn out bell-bottom jeans. Well, I’m getting ...

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GoSell Mobile – IPhone Opportunities, Intelligence, and Mapping

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GoSell Mobile – IPhone Opportunities, Intelligence, and Mapping

We live in a mobile world. Much of our online activity is now being done via our phones and our tablets. Self-driving cars will soon become widely available which will eliminate that pesky distracted driving issue. I’m still bemoaning the slow death of the manual transmission and anticipating having to find something to do with my left foot and my right hand.

Salespeople have always been mobile and there is still a large ...

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