Sales is a Numbers Game

Sales is a profession rife with cliches. One of the most popular is “sales is a numbers game” The dangerous part about this expression is how it gets used: “we don’t need to be smart [about our prospecting]…it’s just a numbers game” This is where I disagree.  Sure prospecting is a numbers game but the [...]

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Proposal Time Wasting

I had the opportunity to be a buyer of some B2B services last month.  The seller in this case is begging us to waste a lot of his time. He keeps contacting me and the other decision-makers asking to send us a proposal but there’s one major problem – he did not get us interested [...]

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What’s so uncool about Farmers?

The companies I talk to are always looking for sales “hunters”.  It’s almost a sure thing that if a sales candidate says they are a “farmer” then they are out.  But why are farmers so uncool? Hosting Brain Carroll’s webinar reminded me of the importance of lead nurturing.  It’s clear from Brian’s research that companies [...]

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Prospecting Patience

Last week was a good week.  It was one of those weeks when leads popped up all at once on several prospecting efforts.  My first feeling was “Why can’t every week be like this?” But every week in selling is not like this because some components of the sales process are sequential. When launching a [...]

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We need a Rock Star

Why do so many companies feel they need to hire “rock star” sales people? I hear this quite often when companies are hiring sales people.  What does it really mean?  The description the companies give usually goes like this: • Must have made, or exceeded quota, for the last five years • Must have a [...]

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The Real Selling Starts with the first “No”

“The real selling starts with the first ‘No’” Somebody repeated this old sales cliche to me last week.  It’s stuck in my brain because it is one of those examples of “old school selling” that just seems to have stuck around even though it seems completely wrong to me.  It’s the sales equivalent of an [...]

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Choose your Hot Prospects Carefully

The longer I am involved in sales the more I come to believe that one of the most important skills is time management.  Yes, boring old time management.  Not the “gift of the gab”, not being a “people person”, time management. It’s coming up again this week.  Both for me, my clients, and my colleagues.  [...]

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Go to Your Next Sales Meeting Empty Handed

I am “huge” on preparing for sales meetings but I am “tiny” on preparing slides for sales meetings. Quote of the week from a sales manager friend: “Our best sales people really don’t take anything to a sales meeting – they just have a conversation with the prospect” Amen! Your goal in a sales meeting [...]

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Salespeople Appreciate Yourselves!

Salespeople are under-appreciated. Salespeople do some of the hardest and most important work in the vast majority of companies and yet often are the “scapegoat” when things go wrong. All this negative energy directed towards sales people often starts to seep into our own psyche and starts us off on a round of pessimism that [...]

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Multimedia Prospecting

Multimedia Prospecting

Sales people use the telephone, marketing people write…but either way both have the same goal – leads. When I talk to sales people about prospecting they immediately think “telephone”.  When I talk to marketing people about lead generation they immediately think about writing something – letter, email, website etc. But actually over time I have [...]

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