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Last week I shared examples of actions I’ve taken to help win deals. Now I’m going to share some of the dumb things I’ve done that caused me to lose deals. Keep these things far away from your sales process Read More

While written sales material is necessary and customary, it does nothing to create value for you or for your dream clients. Most of it goes unread, or is simply discarded. Your limited time is better spent developing the skills to cold call and generate interest than by sending material Read More

OneSource deliver a tool that elevates prospecting to new levels. iSell provides Triggers, content and the means to manage and turn them into real value by allowing to spend time executing and leveraging ahead of the alternative in the market Read More

Can you be an Internet marketing expert? Absolutely.

Internet marketing, unlike many skilled trades, surrounds each of us. We see good and we see lots of bad, but we can see it all. That’s really the ironic secrets–there are no secrets Read More

The great things about sales is that allows a number of styles and methodologies to coexist and thrive. So I am looking for your view on these two apparently opposing views on a core sales issue Read More

They say, “A picture is worth a thousand words,” so a demo must be worth at least 2,500 words or more! Right?

Buyer challenges are becoming more complex. Demonstrating the solution is an effective way to “show” how you can address those challenges. But in today’s sales environment, putting a demo in the hands of the wrong sales people is like an updated version of the old feature/benefit – put me to sleep – death where is thy sting – type of sale Read More

“Nope, it ain’t all ’bout how charmin’ y’all are!”

You smile great! You shake hands great! You dress great! You groom great! You talk great! You listen great! You’re responsible, reliable, responsive and there’s nobody wouldn’t jump to buy what you have to sell. You are irresistible!

But that — the selling part of selling — only gets you halfway there Read More

I’m not sure lead nurturing (a current favorite buzz term in the lead management world) is equivalent to nurturing a personal relationship. However, I think there are sales lessons to be learned from thinking about how we grow and maintain personal relationships Read More

When you hear or think about lead buying your mind often drifts to marketing. But really the advantage of buying leads is that the marketing is already done for you. Sure there are some differences based on lead generation methods, but really the secret to successfully buying and converting leads come down to your sales process.

Lead management is the secret to making that sales process disciplined and consistent Read More

Your personal development can and will do more to improve your success in sales than any other single factor. Personal development focuses on the one factor that is common to every sale in which you will ever be involved: you. Developing the foundational attributes of success in any endeavor and the foundational attributes of sales are the key to developing both your confidence and your competence in sales Read More