Let’s begin with this premise. I strongly believe that the keys to success in sales have absolutely nothing to do with conventional sales training and tactics. NOTHING. I have spent my entire professional life in sales starting with retail and then moving to B2B in 1977. During this time I was put through countless sales
Before we address what is a warm call, believe me when I tell you that I know what cold calling is. I started my B2B sales career going door-to-door peddling business calculators on the streets in Los Angeles. Pick a building or a street and knock on every door. 30 cold calls daily. On the
Most CRM implementations focus heavily on the software. Companies spend time evaluating features, configuring fields, building workflows, importing data, and creating reports. All of those things are important, but they are only part of the equation. The reality is that CRM success has always been more about people than technology. Over the years, I have
Companies spend a tremendous amount of money on sales training. They bring in trainers, send salespeople to workshops, buy books, subscribe to online courses, and invest in countless other resources intended to improve sales performance. Yet if we’re being honest, much of that training fails to produce lasting results. Why? I don’t think it’s because
I could also add … “What the hell have you been smokin’?!” If you have been in sales for as long as I have, you have likely come to the conclusion that not all pipelines are created equal. While a few may be accurate, it seems that the vast majority are based on … wishful
As a professional salesperson, one of your key skills needs to be having the ability to think while on your feet. You have to be able to respond correctly, and quickly, to the unexpected. In fact, being able to do so is a point of pride. However, as Mike Tyson once said … “Everyone has
