BizSugar.com › User › daniel.waldschmidt › Voted

Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps Read More

Thinking out of the box is key in sales, everybody talks about it few do it. You can test you "out of the box" abilities, and see if you talk about it or really do it 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

Five years or so into my sales career I learned a lesson that still looms large in my brain. Here it is:

The best way to learn something is to be responsible for teaching it to someone else Read More

We often come to our clients carrying a bias towards our existing solutions that prevent us from getting a full and complete view of the outcome they need. A better way to diagnose your dream client’s organization is to remove the filters your solutions create and view their needed outcomes from their side of the table, using their outcomes as the filter through which to view our solutions Read More

It took me just over a year to realize I was being coached. That’s how good Bob Barham was. His was the best coaching/learning model I’ve ever seen, and it’s absurdly easy to do Read More

In meeting your individual sales activity goals, it is easy to call on prospects who are willing to give you their time. But this report fodder does nothing to generate results for you, for your company, or for these prospects. Salespeople are better served by focusing their time and attention on Dream Clients, the companies for whom they can create tremendous, game-changing results. These points will help you to tell them apart Read More

So, your company isn’t helping you generate quality leads? I bet they bought you a list of thousands of leads, dumped them into a database, and said, “Go to work.” …and there you are “dialing for dollars,” making hundreds of calls hoping someone will answer the phone… and when they do, you enthusiastically ask for the name you have on your list and hear, “Who? That person hasn’t worked here for six years.”

That’s not a great way to build credibility… is it?

You go to your boss and ask for help. You say, “I’m willing to crank the phones, but I need better leads,” and you hear, “Stop being negative, that’s just how it is in sales.”

It’s time to take matters into your own hands! Step away from the phones for just one day and take the following three actions Read More

Churn is a reality for almost everyone in B2B sales. Failing to account for them in your planning could leave you short despite your ability to deliver on your "stated goal" Read More

This is a story about what one of my client CEOs just did that turned into a big time home run. Talk about customer focus Read More