I started my B2B selling career in 1977. I’m not even so sure how good of a salesperson I was but, inside of two years I was the sales manager. From then until 2005, just about my entire career was in management and ownership positions. While I was probably pretty good at management, for the
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.
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
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
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
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
