Hey Boss – Are you why some of your reps are lagging?

If your sales team is like most I’ve seen, you’ve got some reps who are self-motivated go-getters. Ya gotta love those reps! But then there are the others. The ones who show up and do just what it takes to get by, if that. Not much in the way of new business generation. Just enough…

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Sales personality is a myth and a distraction from the real drivers of sales success

People want to believe that there is a personality that is best suited for sales. There is not. Believing that one exists is a distraction from the true drivers of sales success. In my four years of blogging, questions about sales personality are among the leading drivers of Google traffic to my web site (I…

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Is your sales process the right sales process?

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 3 –…

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Bigger piece or bigger pie? Will government or business save the world economy?

One of the nice things about having my own blog is that I can write whatever I want.  You don’t have to read it, but I’m going to have a bit of a political and economic rant. When governments want more money from their tax base, there are essentially two ways to do it.  Take…

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Would you like to be worth as much as Google?

Why is Google worth so much? If you ask a room full of financial advisers, you will get a bunch of answers related to the valuation of various parts of their business. If you ask a room full of IT people, you will get a bunch of answers related to their algorithms. If you ask…

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Uncertain economic times: To sell or not to sell – is it a question?

There is no doubt; we are living in very uncertain times politically and economically.  Uncertainty can have a chilling effect on business decisions, including buying decisions – so as salespeople and business owners, what should we do about that?  One natural reaction is to stop trying.  If no-one is buying, why should I sell?  Aside…

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Guest Post: Three Pronged Approach to Cutting-Edge Customer Excellence

Why do we buy services? I can think of three main reasons that we buy and therefore those three reasons are why people buy from us. These three reasons are: a) Something needs fixing b) Something needs to be avoided c) Something needs to be accomplished So using this, let us now consider some approaches…

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As a salesperson, you are not special

As human beings, we are all special, unique creatures. A salesperson is, of course, human, and in this respect is also unique and special… …however… In the role of professional salesperson, there are some things that each and every salesperson should be doing. When these things are suggested, poor salespeople often insist that they, or…

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Social media has not changed sales

The only thing more tiring than the question “can you make money using social media“, is the idea that sales has changed in some fundamental way as a result of social media. In spite of what you may be led to believe, let’s be clear about this: Social media has not changed sales. Sales is…

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Book Review – Front of the Class to Top of the Sales Rankings

A few months ago, I was contacted by a guy named Brian Calderone through LinkedIn. He was seeking out sales experts to include in a new book that he was writing. He had a novel idea that his book should not just include his ideas about sales and selling, but also ideas from other sales…

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