Sales 2.0

Are you frazzled?

by

I had an interesting discussion with a friend last week. They reminded me that the biggest problem facing many salespeople and business owners is getting anyone to speak to them. This problem has gotten worse as we add new ways to communicate with each other. There’s so much to do and so much noise in our life that the last thing we want to do is waste our time with some salesperson.
​
But buyers are not the only “frazzled” ones…sellers are too! Sellers feel like they don’t have any time either. (Jill Konrath wrote a whole book about time management for salespeople!)

There are ways to get your time back. I’ve personally gotten a lot of time back over the last few years. If you’re time-starved try a few of these tips to get started.

[Read more…]

Send Your Proposals to the DEA, Part 2

by

In my last post I was ranting about how I hate proposals.

My preferred solution to this is not developing proposals at all. I highly recommend not spending your time generating beautiful documents for every person that says, “send me a proposal”. It’s a surefire way to eliminate your prospecting time and have a sick pipeline.

However, if you have situations where you have to generate a proposal, or a part of a proposal, consider the remaining two options from The 4-Hour Workweek: Delegate and Automate.

[Read more…]

Make time for sales “magic”

by

“Win the day by noon”.

I love that expression and I’ve found great happiness in trying to implement it. There’s something really great about having lunch and knowing the day is already a good one. It certainly does not happen every day, but it’s a great goal to strive for.

[Read more…]

Account Executive Inc.

by

If you’re an AE, I recommend appointing yourself a small business owner.

Just like most small business owners you probably feel like you have no time. You may also feel unsupported by your company and that you need to do everything yourself.

Just like small business owners there are things you can do to make this situation a lot better. By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed. Not a bad combo.

[Read more…]

Build a time fortress

by

Build a fortress around your prospecting time.

If you want to be a top sales person, this may be the single most important piece of advice I can give you.

In my last post I was talking about goals. You need goals to know where you want to go. You need goals for this week to know where you want to be at the end of this month. You need monthly goals to know where you want to be at the end of the year. And yearly goals to have a life you are happy with.

Blocking out time on your calendar is where the rubber hits the road. [Read more…]

What’s the point?

by

What’s the point?

The point is a good thing to know before you set out on an epic journey. And let’s face it most sales jobs are epic journeys. They’re not easy and they go on for a long time. There’s a ton of sweat and some tears involved in most of them. Epic!

I’m going to be writing approximately ten posts next on how to prepare for such an epic journey. [Read more…]