When I first started writing about sales in 2007 my main angle was that we should “bring science to selling”. As an engineer, I could not understand how we had applied virtually no science to how we sold. Everything seemed to be left up to the individual sales person.
Today, we’ve had a lot of improvement. Some great thought leaders have written and spoken about this so much, that some actual change has occurred in real sales organizations.
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There’s still plenty to do.
Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, and is, “taking the sales profession to the next level”.
In my opinion we’ve come a long way since 2006 but we still have a long way to go. The posts on this blog are going to continue to be about how sales people can sell more, and sell more easily, by using techniques and tools they may not be using today.
If you want to sell more, please drop by here from time-to-time for free resources.
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This is one I’ve seen several times over my (getting long) career. Someone is one of the top performers in a sales team and they still get sacked. How is this possible?
The trick is be super customer-focused and take the opposite approach when dealing with people in your own company.
The person that achieves this trick often says “I’m too busy selling to deal with the political nonsense in my company.” [Read more…]
I am the Chairman Emeritus of the Wharton Club of New York. I’ve been the president and the chairman. Over the years these titles have been very useful for my various business and sales endeavors.
Probably not surprising as that Wharton word carries some credibility and I’ve found having the title president or chairman of the largest alumni association for the school has some credibility too. [Read more…]
Sometimes it pays to do what is “out”.
Social selling has become synonymous with technology. Many definitions make it all about using social media to sell.
But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. [Read more…]
We sales people have evolved.
We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest.
But as it goes with good ideas, content is getting overused. [Read more…]