Blog
Kairos and the Breakthrough Move
January 1, 2011Many sales people reasonably seek the one phrase/question/ tactic that will close the sale.They want the order right now; they have a sense of urgency. Does this Holy Grail of selling exist? Perhaps,…
Effective Sales Management to Avoid the Ruins of Chichen Itza
November 1, 2010The Mayan ruins at Chichen Itza (Mexico) are marvelous to behold. They include a beautiful pyramid (that can predict the solstices), a planetarium, and a huge playing field (that looks like a…
The Jazz Man in Every Salesperson
July 1, 2010Not many salespeople realize they play jazz every time they effectively sell. Even if the prospect doesn’t hear the “Take the A Train” or “Rhapsody in Blue,” they are…
The “Do or Die” Principle
March 1, 2010I often hear business owners lament that their sales team has no sense of urgency: they wait for the phone to ring instead of creating business; they are order takers. These owners want a sales team…
The Fourth Fatal Flaw in the Selling Process
February 1, 2010Previously I have written of the three fatal flaws in designing a selling process: Assuming prospects enter conversation with serious intent – they won’t. Assuming prospects believe what…
Shutting Down the Sales Country Club
January 1, 2010Names changed to protect both the innocent and guilty If a salesperson fails, who is responsible? Are you setting the proper selling standards? If not, you may be firing salespeople who can be…
The Story of the Four Sales people
December 1, 2009Names changed to protect both the innocent and guilty If a salesperson fails, who is responsible? Are you setting the proper selling standards? If not, you may be firing salespeople who can be…
The Optimistic Salesperson
November 1, 2009Act I – Intermediate metrics for a new salesperson About 20 years ago I hired a salesperson to develop the Midwest territory for my sales agency. I sold decorative tins, primarily to food,…
The Sales Crisis: Firm Evolution, the Permanent Sales Crusade
August 1, 2009“What doesn’t kill me makes me stronger.” – Nietzsche Started with a superior product /market offering, a firm generates years of significant profitable growth opportunity.…
Never Better
July 1, 2009Last November, in the aftermath of the stock market crash, I overheard two businessmen bemoaning the recession. They were wondering what the government would do to help stimulate the economy. I…