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Book notes: Success is in your Sphere

by Nigel Edelshain Leave a Comment

I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”.  From everything I’ve seen, if you want to outperform in sales in the long run, you need to build your own network of people that know, like and trust you. No amount of technology or great messaging will get you even close to the salesperson with a top-notch Rolodex.

Success is in your Sphere shows you how to build a world-class network and maintain it. The book presents a framework for building relationships called “CAPITAL”. Here’s how the framework breaks down.

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Filed Under: Grow accounts, Prospecting

Book notes: SPEAR Selling

by Nigel Edelshain Leave a Comment

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book.

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Filed Under: Grow accounts, Prospecting

Do you need an Enterprise Selling Plan (ESP)?

by Nigel Edelshain Leave a Comment

Don’t panic. We will return to normalish, at some point.

We will start selling at some reasonable rate again, soonish.

Budgets will be back in place and buyers will need things, in a little whileish.

When all this happens, you may easily forget the lessons of this panic/pandemic.

One of these lessons I believe is that big customers are good.

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Filed Under: Grow accounts

It’s a great time to start upgrading your clients

by Nigel Edelshain Leave a Comment

It’s a really tough time for most companies to sell their products and services.

Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Deals are stuck in the pipeline and new opportunities are in short supply.

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Filed Under: Grow accounts

Call low

by Nigel Edelshain Leave a Comment

I used to do it.

I would get to the office extra early and I’d start dialing before 8AM.

I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning.

At that time of day, the stressed out CIO would be in the office but his assistant would still be fighting their way through the New York subway.

Ingenious! [Read more…]

Filed Under: Grow accounts, Prospecting