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Sales Rules: How Can I Sell Better?

What are we paying our sales folks to do?
Wednesday, 22 Jun, 2011
What are we paying our sales folks to do?

What criteria do you use to compensate your sales…

Are Salespeople Going the Way of Telemarketers?
Friday, 20 May, 2011
Are Salespeople Going the Way of Telemarketers?

Selling Power predicts that by 2020 the number of salespeople will drop from 18M to 3M mostly due to online interactions and other sales support functions taking their place.
In the early 90s I wrote a column for TeleProfessional Magazine. My book Sales on the Line was doing well, and I was the voice of reason […]

Buyer Readiness: teach the buyer to qualify themselves
Friday, 25 Mar, 2011
Buyer Readiness: teach the buyer to qualify themselves

Do you know when a buyer is ready to buy? Do you know what they must do to get ready? Do you know who else needs to be involved for them to be ready? Do you know the risks they face when considering bringing in a new solution – and how they will mitigate the […]

Why do we get pushback – and can it be avoided?
Friday, 18 Mar, 2011
Why do we get pushback – and can it be avoided?

People in our organizations don’t object to change because they don’t like those of us who introduce it, or the solutions we propose, or because they don’t trust us. They object—push back—because they are protecting themselves from the fallout that would happen if something new entered their environment before they made the necessary systemic shifts to adopt […]

Total Sales Performance: Buying Facilitation® plus Sales
Friday, 11 Mar, 2011
Total Sales Performance: Buying Facilitation® plus Sales

We understand sales. We know how to assess need, brand/pitch/present solutions, and design sites to bring in, and follow, eyeballs. We use technology to help us sell. Now it’s time to have total sales performance – putting together all methodologies to help us find prospects and sell our solutions.
At the moment, you’ve got a lot […]

Is sales a ‘relationship-driven business’ ? Really?
Friday, 18 Feb, 2011
Is sales a ‘relationship-driven business’ ? Really?

I recently read a blog post by Andrew Hunt in which he stated: “…sales remains a relationship-driven business, the power of “who you know” is trumped by “what you know about who you know.” ”
Andrew is preaching the gospel of the entire sales industry: this is a common belief in the field, and drives much of […]