I read the following recently from a sales trainer on a social web site: “B2B sales organizations around the world are reporting extended sales cycles, declining win rates, and a growing number of apparently promising opportunities ending in “no decision”. They see their prospect’s budgets shrinking, more players involved in the decision making process, and […]
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CHANGE IS GOOD, YOU GO FIRST
These famous words were spoken by the cartoon character Dilbert by Scott Adams. The phrase suggests doubt. Doubt in the idea of change is often times rooted in our own self-imposed confinement of past experiences. These experiences (former collections of ideas and experiences) affects our ability to truly embrace change. Hence the natural corollary to […]
Agitate or Collaborate? How can you tell?
A shepherd was herding his flocks in a remote pasture when suddenly a brand new Jeep Cherokee advanced out of a dust cloud towards him. The driver, a young man in a Armani suit, Gucci shoes, Oakley sunglasses and a Polo tie leaned out of the window and asked our shepherd: “If I can tell […]
An Approach that ALWAYS WORKS
I have heard it said that sales people are the easiest to sell to. Here is a not-so-fictional story I read somewhere. A young sales person peeped into the office of someone who looked like a Sales Manager, muttered something then started walking away. After retreating a little he seemed to change his mind, seemed […]
Tips for Managing Transitions
Every day, more corporate mergers, restructuring, and downsizings are occurring. I remember when executives used to strive for stability, but that doesn’t often work now. The phrase “change is constant” has taken on a whole new meaning in today’s world. Most managers, as well as employees, aren’t fully equipped to deal with the emotional impact […]
Every Sales Pro, a Small Business Owner…
Big business muckity-mucks often underestimate the value of their salespeople. Small Business owners typically think they can handle sales themselves. Both are wrong. Neither understands that selling is its own business! If you sell for a living, and haven’t considered yourself a small business owner, you are just as mistaken. Regardless of what others may think, […]
The Inside Approach to Sales Productivity
In light of our unrelenting economic turmoil, companies are under enormous pressure to lower their cost of sales. Those with a direct face-to-face sales force are reducing sales positions, marketing staff, and support functions. These actions, in turn, are reducing customer relationships and market reach. So how do you address the critical issue of reducing […]
The cost of a lead in 2010
What is the cost of a quality lead in 2010? Recently I was invited to a luncheon at a well known 5 star restaurant to listen to three executives tell me how their product (err, ahem, I meant SOLUTION) was more powerful with greater breadth of capabilities that “point solutions” from their competitors. The interesting […]
The SALES Snow Job…
“Git yer shovel and hipboots, Mollie. That slick sales guy’s back agin.” When did you last encounter a slick, fast-talking sales-person who answered your questions like he was snapping a towel? A car dealership? Discount furniture store? Are these stereotypes? Sure, but the examples serve a purpose because they bring the worst images of sales […]
The Inside Approach to Sales Productivity
In light of our unrelenting economic turmoil, companies are under enormous pressure to lower their cost of sales. Those with a direct face-to-face sales force are reducing sales positions, marketing staff, and support functions. These actions, in turn, are reducing customer relationships and market reach. So how do you address the critical issue of reducing […]
