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Higher activity levels produce greater results when you are engaged in the right activities. Then it becomes a question of sustainability… and that sustainability is directly related to ROE Read More

Are investors like produce suppliers to the restaurant that is your business? Think about this for a moment and then read the post by Venture Capital investor Brad Feld relating this interesting metaphor. I'm not sure I really agree with it completely. Though this may be because my brain keeps getting tangled around the idea that a restaurant as a business would pay for its produce. But what Brad is suggesting here is that we forget the idea of the restaurant as a business and look at it as a metaphor for your business. Just as your business can't make products or create services at a certain level without capital so a restaurant couldn't make dishes without ingredients brought by produce suppliers Read More

Effective selling has rules that, like gravity, cannot be broken. Working within these rules and allowing them define your sales behaviors will allow you to succeed. Violating these iron laws of sales will destroy your effectiveness and your results 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

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

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

Sales 2.0 is a set of important tools, tactics, and strategies. But these tools do nothing to help a salesperson or a sales organization that isn’t already well-equipped with the skills and attributes that make up Sales 1.0 Read More

Making new friends is hard. There’s a lot of anxiety in that first interaction. Will they like me? Do we have anything in common? Will I like them? How do I start things off?

I know, this is a blog about sales. Stay with me. We’ll get there.

The result of all this anxiety is that we often wait around for just the right moment, endlessly search or wait for someone to introduce us, or worse…simply avoid the introduction 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