Don’t Try to Kick Down the Gatekeeper

The question of how to handle executive assistants seems to come up whenever I am training someone on a new calling campaign. It’s one of those areas of sales that is pretty simple but where there is plenty of misinformation out there, especially in those “old sales books”, so here’s my approach to dealing with [...]

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Shred Your Sales Books!

My best takeaway from the Sales Skills for MBA’s event in New York was from one of the participants who introduced herself in the Q & A as “not being a sales person”. She made the comment that she now understood that sales is in fact quite simple.  “It comes down to being human and [...]

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IT Sales Strategies for Financial Services

Ed Sim, VC, is really “hitting some nails on the head” this month in his blog.  I saw another great post from him on selling IT to the financial services sector.  Ed isolated four strategies for selling IT to major financial institutions: Enter through the CIO (if you are lucky enough to have a CIO [...]

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Package the Messenger Too

We spend a great deal of time honing our value propositions and marketing collateral so they project a positive image of our company. But all that can be undermined in 10 seconds if the sales person (or supporting team members) who turns up to the sales meeting looks scruffy and unprofessional. (Research shows 67% of [...]

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Prepare for a Good Sales Meeting

A great amount of sales success comes back to good time management.  Here is another example: meeting preparation. Sales people work so hard to “get in the door” with key buyers and influencers that they owe it to themselves not to blow the critical time in front of the prospect.  Here is some research that [...]

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A Buyer Tells How to Sell Him

I saw this post from Ed Sim that succinctly sums up some basic principles for running sales meetings. I want to point this post out because it was written from the buyer’s perspective.  Ed is a VC. His post is a set of guidelines to help technology firms when pitching to him for investment. However, [...]

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What’s Old is New

How many emails did you get this week?  How many hand-written notes or letters did you receive? I suspect most people have no idea what the answer is to question #1 since the number is so large.  I suspect the answer to question #2 is zero but no greater than one. We are all grappling [...]

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Have a Purpose for Your Next Sales Call

There seems to be a fair bit of confusion on how to effectively run a sales call (meeting).  A couple of years ago my partner, John Orvos, introduced me to a very simple format for running sales meetings that I now use every time I am in front of a prospect.  The format is: Introduction [...]

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Sales Pros – How are your Writing Skills?

I have been reviewing resumes recently for sales positions at one of my clients and I cannot believe how poorly written some of them are.  About a third of the resumes contain glaring and repeated spelling and grammatical mistakes. The two most extreme examples of poorly written resumes went far beyond pure mistakes in English: [...]

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The “S-Myth”

The cover story from June’s issue of Sales and Marketing Management magazine is making me feel uneasy (a paid subscription is needed to access this article). It’s not so much the explicit subject of the article – which is about hiring – but the implicit idea that companies should only be looking for sales stars [...]

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