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The first recording of this episode started with the recommendation that all sales reps should start a blog. After pondering a bit on the reasons behind the recommendation though, it became clear that a prediction was more appropriate Read More

I was an early follower of David Allen’s Getting Things Done (GTD) productivity philosophy. It immediately synced with my observations of what makes sales people productive. Allen’s techniques in personal productivity are most effective with busy people. Sales is a numbers game. Processing high volumes of opportunities–efficiently–makes GTD a bulls eye strategy for sales Read More

The law of supply and demand is one of those things we sales types ignore at our peril. Think about it in terms of finding vs. capturing vs. creating demand and how you get paid for each. Read More

Good call planning includes researching your dream client, their present situation, and any information that may inform your call. It doesn’t mean that you have to know everything in order to feel confident in calling; If you are a value-creator, they will be happy to teach you what you need to know to win their business. You might be surprised by how different their needs are from what you imagined Read More

Quick Thought for the week of 6/13/10. Prepare!!! We all need to wing it now and again, but thorough preparation is an amazingly powerful credibility builder Read More

While ego and expertise are important in sales, they can also get in the way. The challenge for many is they let pride get In the way of engagement. Rather than asking for and about the obvious, they make assumptions and fail to ask questions that could lead to success Read More

To get into the proper mindset, re-read the title of this post in the most weepy, whiney tone you can imagine. Got that annoying eeeesssssshhhhhh feeling? Good. Because that’s the feeling I invariably get from sales managers and reps when discussing E-Rep for the first time Read More

I am tired of hearing B2B sales people take a passive approach to sales. Our job is to drive revenue… M-O-N-E-Y. Why would someone choose to be a front line B2B rep if they don’t have a little “hunt” in them? Maybe it’s because they like the money, but there is a difference between selling and taking orders.. Read More

Decision-influencers can make or break your deal. Dealing with those who would break your deal is a tricky business. But it starts by following three important rules, including not making your obstacle defensive, allowing them to lead with their vision and, occasionally, taking something away Read More