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The other day, I wrote about how even the best of us are seduced into pitching–perhaps when something else might be more appropriate. At the same time, the pitch–or presentation of your solution is important. Too often, however, we don’t have the impact we should in our presentations. It’s odd–t Read More

Not long ago, I was in a conversation with the CEO of a professional services company. His team was struggling with getting into the customers and engaging them in conversations about their solutions. “They just don’t want to talk to us about our solutions!” he said. “How do we get them interest Read More

Earlier this week, I participated in a series of reviews with a sales team. Each sales person was presenting their key deals and what they were doing to win. I was uncomfortable in much of the meeting, but had trouble putting my finger on what was causing my discomfort. Read More

Should we promote our best sales people into sales management? It’s a question that comes up a lot. I’ve written about it as have others. Most people come down on the side that this is a terrible strategy, not only do we lose our best sales people, but they are bad managers–demotivating the team Read More

Social media is changing the way our customers buy and the way in which we engage our customers. Before customers even see us for the first time, they have a great deal of information—not necessarily knowledge—about our company, our products, and our competition. I am often asked, “How should sal Read More

Recently, I have been in many conversations with people claiming, social media reduces the need to have sales people. Some going so far as to declare the extinction of the sales person. I don’t buy this, in fact, I think it is just the opposite, I think it increases the need for strong sales peop Read More

We all know the concept of the “Lone Sales Wolf.” That’s the person sales person that works by themselves managing the territory. Typically, we think of them as cold calling experts, acquiring new customers, building relationships to the level needed to acquire the customer, but probably not good Read More

There’s the old story about 4 Blind Men, one on each side of an elephant, each is asked to feel the elephant in front of them and describe what they “see.” You know the story, each describes the elephant differently because they each had a different perspective. Read More

It’s been a while since I’ve had a rant about people who represent our profession poorly. Today, I was a victim of one of the most dishonest and ineffective calls I’ve ever experienced. Not only did the salesperson represent himself dishonestly, but he has given me a negative impression of his c Read More

Much is written about getting sales people to perform at the highest levels. There are countless sales training programs, books, blogs and webinars that focus on sales people as individual contributors. Read More