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I’m participating in a discussion with a group of people I deeply respect. It is about managing sales performance, particularly about getting sales people to do things they don’t like to do. You know what those are: Spending time doing reports for management, updating the CRM system, attending o Read More

Do you hate to haggle? Do you find it insulting when someone asks you to lower your rates? How do you feel when someone says they can’t quite afford you and would you consider taking the job anyways? Read More

Most of us in the SaaS community realize that carefully tracking your Customer Acquisition Costs or CAC, is a critical component in building a successful and profitable company, but I think it is equally important to understand how traditional software sales and marketing models and SaaS models di Read More

Sales people are great at “reacting.” The customer puts a hurdle in front of us, we know how to respond. The competitor does something, we know what to do. Our management asks us to do something, we immediately (well OK–almost immediately) jump on it Read More

Have your sales dropped? Are you struggling to get new customers? Do you think it’s tougher to sell for a small business than it’s ever been before? In some ways it is. In other ways, it has never been easier. Check out these Top 3 Tips Read More

Do you own a retail store or work for a retail location? Have you ever thought about going on line and broadening your sales reach? It’s not that tough, here’s an article on how to Read More

I know, I know, we use way too many sports metaphors to talk about selling. But we really can learn a lot by watching high performing athletes in some of the most important sports events.This past weekend was packed with some of my favorite sports, the finals at Wimbledon, the World Cup, the start of the Tour de France, and toss in a few nice golf tournaments. Watching them provoked some thoughts Read More

Over the past few days, I’ve been participating in a loss review with one of my clients. It was a painful loss, it was a major opportunity, with a prestigious customer. The winner would lock up the business for the foreseeable future. My client had been pursuing this opportunity for over a year. The sale was for a relatively complex piece of capital equipment. The support teams had done many demonstrations and tests, they had made modifications to the base software to support customer requirements. Through the entire process, they were neck to neck with the competition. In the end, they were even slightly lower priced. Read More

Five basic personal weaknesses and how to turn them around in order to be an effective sales person Read More