Urgency Based Selling

The Salesperson as Chemist – Breaking the Bonds of Incumbency

April 22, 2017

 Personal     The Offer     The Company   You target an important prospect, assertively conceive and execute a sales campaign for years, without any progress. The prospect is “in bed” with your competition. It’s starting to wear on you.   If you haven’t done so already, maybe it’s time for a chemistry analysis. What kinds […]

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Rescuing the Non-Compliant Salesperson. A Trek in from the Wilderness

May 1, 2015

Rescuing the Toxic Salesperson 1. Why the Problem Exists In general, managers are often reluctant to challenge non-compliant employees.This is especially so when the employee is a relatively high performing salesperson. For fear of losing the salesperson’s customers, the organization makes a Faustian bargain. Management “looks the other way” at the corporate culture indirections, to […]

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The Limits to Grit – Avoiding Atlas’s Fate

April 1, 2015

Why can it take so long to form a new business relationship? In general, great salespeople are persistent. We celebrate “grit” in a salesperson. Most business people are familiar with the maxim: 80 percent of sales are made on the 5th to 12th contact. This is very often with good reason. For instance: Our prospect […]

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The Leads Suck

January 1, 2015

“The leads suck.” “That lead is a dog.” These are common refrains from salespeople receiving company-supplied leads.Yet all too many salespeople wholly rely on company-furnished leads for their business development. It wasn’t always so Today’s car salespeople depend on traffic driven to the dealerships. During slow periods, they wait for the next “up,” the next […]

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Three Ways to Motivate Improved Sales Behavior

October 1, 2014

Many business executives conclude: culture trumps strategy. At a minimum, culture is a strong multiplier of business strategy.Here are three ways to improve sales culture: The Theory of the Hero  The Great Souled Person  The Theory of Emotional Intoxication  The Theory of the Hero The salesperson is battling a society-wide pejorative image of all salespeople […]

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Why selling had to change in last 60 years

May 1, 2014

Managing Through a Paradigm Shift A. The Customer is Always King – But it has be win/win We all know the customer is king. But this principle backfires when we agree to an adversarial buying program that diminishes our selling. For instance: The Purgatory of Call Me Back in 2 Weeks. We have all had […]

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Our Danger in Getting Civilized – Rocky, Freud, Darwin and Selling

October 1, 2012

In the movie Rocky III, Mickey resists training Rocky to fight Clubber Lang. Why? Mickey tells Rocky: “Well, Rock, let’s put it this way. Now, three years ago you was supernatural. You was hard and you was nasty and you had this cast-iron jaw but then the worst thing happened to you, that could happen […]

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The Dual Nature of the Business Developer

August 1, 2012

This famous toast to America’s Declaration of Independence “Liberty to those who have spirit to assert it.” reminds me of the unique case of the business developer – how he is distinguished from both the entrepreneur and the employee, embracing elements of both. The business developer has a dual nature, which leads to unique challenges […]

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Hiring and Educating the Right VP Sales

March 1, 2012

CEOs and business owners require a strong executive team. Since strong leadership is a limiting or catalyzing factor in business survival and growth, selection of executives is a critical top management function. Building a competent sales and sales management machine can boost your sales 10-20 percent.It can take years to train a top executive. What […]

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Changed Selling Behavior and the Controlled Burn

December 1, 2011

In one sense, the easiest way to grow sales is through changed sales behavior. We can increase sales 10-20 percent (or more) without substantial investment in new products/offices/facilities/employees. The catch – salespeople must change their behavior. This is very challenging and generally entails a three-paradigm shift: Underlying value code Process – A strong standard sales […]

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An Introduction to Urgency Based Selling

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