From December 1st, 2011 until February 15, 2012 I’ve surveyed readers of my blog by asking only one question: “Are Sales People Born or Made?” Results will surprise you! From 263 people who participated in this survey, 57% of voters said that sales people are trained, 24% don’t care if sales person knows how to sell, and only 19% think that ...
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Are Sales People Born or Made?
Apr 06,2012 3 comments |
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Companies Buy Because . . . . ???
Apr 02,2012 2 comments Have you ever wondered why a company did or didn’t buy a particular solution? Was it your fabulous selling skills or was it the lack thereof? A lot of reasons can be attributed to why companies buy; Increased efficiencies, improved productivity, enhanced utilization, blah, blah blah . . . . [click to read more]
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Tale of Two Sales People
Mar 28,2012 2 comments I was speaking to my brother Neil of Main Street Planning Group, and he was lamenting the fact of the difference in performance of two of his agents. One sales person is doing great. The other only has so-so results, and you are wondering where it is breaking down. [click to read more]
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What’s your selling style?
Mar 21,2012 3 comments When you think about the type of sales professional you are, what best describe your style? Hard Worker? Lone Wolf? Relationship Builder? The way you answer this question and the selling style you employ may ultimately determine your success. [click to read more]
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How to be a Bad Salesperson
Mar 05,2012 2 comments Here’s a story. I love sharing stories to illustrate a point. I received a call from someone who consults for Facebook (“Honey! Facebook just called me!”). Since I didn’t recognize the number, I let it go to voicemail. She wasn’t specific about what she wanted, but it had to do with my husband’s startup. Did Facebook want to buy them? Integrate with them? The possibilities were interesting. [click to read more]
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Why Salespeople Should Write and Present Individual Business Plans
Mar 02,2012 8 comments I’ve recently customized individual business plan templates for several client sales teams. It is surprising how few sales organizations ask their people to draft annual sales (business) plans. [click to read more]
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Good Closers are Bad Sales People
Feb 21,2012 3 comments Yup, I said it. Good closers are bad sales people. The better a “closer” is, as defined by traditional definitions, the shittier the sales person they are. [click to read more]
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The Sales Success Formula
Feb 20,2012 0 comments There is a simple formula to being successful in sales, and in everything else for that matter. It’s not a complicated formula. HW(2)+K+S+L=S (hard work x 2 + Knowledge + Skills + Luck = Success). SURPRISE! The key to success is hard work. The biggest part of this formula is hard work. [click to read more]
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3 Reasons Why Salespeople Should Never Assume
Feb 10,2012 1 comments No matter what side of the deal you are on, whether you are prospecting for new business or delivering on an account that you’ve already secured, the most destructive thing you can do as a salesperson is to be presumptuous with your customer. [click to read more]
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8 Secrets of the World’s Most Successful Business People
Feb 08,2012 2 comments It’s a question most of us have asked ourselves: What makes successful people so, well, successful? It’s tempting to think that those at the top of the ladder know something the rest of us mere mortals don’t... [click to read more]
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5 Signs You’re a Bad Salesperson
Feb 06,2012 4 comments Our experience in talking to buyers and clients has brought it home to us that there are some bad salespeople out there. When I say ‘bad’, I don’t mean that they are corrupt or nasty; just inept and poorly-skilled. Buyers have their top-5 ‘hates’ when it comes to what sales people do or don’t do. [click to read more]
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Avoiding the Activity Trap
Feb 01,2012 3 comments Many salespeople make the assumption that activity leads to results. “As long as I’m doing something,” they argue, “results will come.” This is a mistake. It’s the best way to get stuck in the activity trap. [click to read more]
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Worst Salespeople
Jan 27,2012 2 comments Have you ever had sales people who just never seem to make it no matter how hard they try? These sales people are one of the main factors for decline in business. Your sales people are the heart of your company and without good ones you will find it difficult to succeed in selling your products. [click to read more]
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Personality Study of 1,000 Top Salespeople
Oct 31,2011 3 comments If you ask an extremely successful salesperson, “What makes you different from the average sales rep?” you will most likely get a less-than-accurate answer, if any answer at all. Frankly, the person may not even know the real answer because most successful salespeople are simply doing what comes naturally. |
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Guesses and Assumptions Lose Sales
Oct 10,2011 0 comments
Recently I was working with a sales team to help them sharpen up a value proposition. [click to read more]
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Targets vs. Metrics
Oct 07,2011 4 comments
It’s not news that sales is very much a communications experience, with language and words being two core building blocks of communication... [click to read more]
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Using the Five Senses in Selling
Oct 05,2011 1 comments
You have learned, in the early grades at school, that the five senses are sight, hearing, touch, smell, and taste. [click to read more]
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Land Mine Questions
Oct 03,2011 1 comments
By now no one will argue that questions are the instrument of choice among sales “Artisans”. [click to read more]
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What’s a sales culture? Eight indicators of a strong sales culture
Sep 30,2011 3 comments
What is a sales culture?
Apparently every organistion now has a 'sales culture'. If that is in fact true, what exactly is a 'sales culture'? Here are eight indicators that point to a strong sales culture in an organisation. [click to read more] |
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Is Relationship that important to make a Sale?
Sep 23,2011 5 comments I recently gave a Webinar on Sales to TECHBA, which is a Mexican incubator which brings established Mexican companies... [click to read more]
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