Sellers are always being schooled on how to properly qualify by doing their homework up front, asking good questions, identifying and visiting the executive decision-maker, assuring there is budget, and a compelling event. Great. That makes you unique… just like everybody else. Do you stand WITH your logo or in FRONT of it? Let’s face […]
Author Archives: Gene
Evangelize, Elevate and Eliminate… REALLY?
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 […]
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 […]
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 Selfish Bastard
Here is a reprint from a recent post in one of my LinkedIn Groups by Kavin Williams National Sales Director at MCF. “The reason why sales professionals, in your organization, continue to struggle with uncovering opportunities, and closing business, is because they are either unaware of The Selfish Bastard Rule or are unable to adhere […]
What would you do to insure certain success?
What would you do if you knew doing it would prevent failure? No matter what your role in your company, persuasion is the only thing that you will get paid for. Some say that “everyone sells”. Selling = persuasion does it not? The new car you tell your friend about as fast, fast, fast. The […]
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