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Sales Rules: How Can I Sell Better?

Selling With Integrity
Wednesday, 5 Mar, 2014
Selling With Integrity

What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?

Who’s in the meeting – and who’s not?
Tuesday, 7 May, 2013
Who’s in the meeting – and who’s not?

So many sales folks are targeting ‘appointments’ these days. I wonder if you know who actually is in attendance. And who isn’t but should be.

As you enter your meeting, do you know what percent of the entire Buying Decision Team is there? What weight your contact has on the full Buying Decision Team?

Cold Calling Works – and it’s fun!
Thursday, 21 Mar, 2013
Cold Calling Works – and it’s fun!

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun.

I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face or …

Selling In Harder Times
Saturday, 16 Feb, 2013
Selling In Harder Times

Any sales professional can be an order taker when times are flush and clients call in with orders. But do you have the necessary skills for times when companies don’t easily spend money, or more decision makers are on the Buying Decision Teams and don’t approve expenditures?

Does the sales model do what we need it to do?
Monday, 4 Jun, 2012
Does the sales model do what we need it to do?

Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were fewer decision makers and products could be easily described in a magazine ad. With the advent of […]

Fighting for Failure: why modern sales practices are illogical
Tuesday, 15 May, 2012
Fighting for Failure: why modern sales practices are illogical

Logic would tell us that our modern – post Dale Carnegie – sales processes are failing. Given the facts, there is no logical reason to believe that a purchase will follow from our selling behaviors. We close at such a miserably low rate that it’s quite stunning no one even consider that  maybe, just maybe, something should be done about […]