BizSugar.com › User › dabrock › Voted

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

I’ve been intrigued about much of the publicity around Hoover’s Near Here offering. Apparently it’s an Iphone based application for a sales person to find new prospects close to them–wherever they might be. I’m certain this is the first of many new services that will be offered by organizations l Read More

Sales is about change–if we are successful with our customers, we get them to change, buying our products and services. But if sales is about change, why are so many sales people resistant to changing how they sell. Read More

Today, I was coaching a good friend on some sales calls. We were role playing the call, he was struggling with telling the customer who he was and what his company did (they developed and sold software products). He had the same problem I see many sales people have. We have been so indoctrinated Read More

Everyone recognizes the importance of coaching sales people, but it just doesn’t get done. In a survey of several hundred sales managers, we found sales managers “coached” their sales people 1 time per quarter or less! Based on this, a sales person is lucky if they get 4 coaching sessions per year. Read More

Before Jill kills herself or me, let me clarify things. SNAP Selling belongs on your desk–within arm’s reach. It should be dog-earred, book marked, highlighted, and annotated. SNAP Selling should be your daily guide and reminder about how to thrive in the new world of professional selling.
Read More

Every sales person knows about following the money–at least from the point of view of who we call on at customers, we focus on people who have the money. But let me look at this from a slightly different point of view. Read More