Recently I got an email from Ahmed that said, “Do you have anything on how to close sales? Getting into an account isn’t a problem for me. But I get stuck after submitting a proposal. “By this time, I’ve already sent them all our marketing materials and given them a demo. They seem interested. Then, […]
I have a confession to make. I haven’t updated my LinkedIn profile* for 18 months. I know. Shame on me. I’m supposed be a leader on things like that, but I’m human too. If you looked at my profile, you’d probably think it’s fine. It doesn’t read like a boring resume or make me look like […]
As a follow up on to my Blog last week, What? I can’t take you to lunch? I promised to provide you with iSalesman’s answer to the question regarding “what selling skill do you need to develop now that your client’s Code-of Conduct Policies inhibit the types of Relationship Building events you can invite a client […]
Back in December 2011 I wrote a Blog titled “Ethical Selling = Effective Selling”. While working with an Ethics & Compliance company I learned of all the many rules and regulations impacting the sales profession. In this blog, as well as in my e-Book “Ethical Selling”, I identify all the laws and regulations that are […]
Congratulations on your promotion to Sales Leader! You, no doubt, were a great salesperson who produced great results and earned this new assignment, but are you ready? Leading is very different from being an individual contributor. In order to succeed as the new Sales Leader you need a plan or a Blueprint for Success. […]
Since you’re reading this article you no doubt are a very eager salesperson striving to gain knowledge that gives you the edge as a great sales professional. You’ve done diligent research on how to conduct effective cold calls, identify key decision makers, make great presentations, handle objections, develop super “C” level relationships, use all the […]
Yesterday, I outlined how leadership has changed, and I suggested that more than ever, leaders need to develop “soft-skills”. I also promised to share those skills that I believe are absolutely vital: This list is not by any means exhaustive, but it is an excellent start (If you missed yesterday’s post, do simply scroll down) […]
My wife and I are natives of Kansas. There is a debate across the nation on the merits of barbeque from Kansas City, through Memphis, to North Carolina and back to Texas. I personally like them all, but Kansas City style is my favorite. I grew up with it. When we moved to Texas almost […]
Sales people involved in prospecting already know the challenges of persuading a prospect to give them the business, but very few recognize that there is actually a four-step process involved in buying, that all of us follow; Step One: We have to feel MOTIVATED to make a purchase, irrespective of its type or size. Step […]
It seems like all our prospects are crazy-busy these days. They’re too busy to answer the phone, too busy to return your message, too busy to make a decision and too busy to even think. My friend & colleague, Jill Konrath, just came out with a new book to address this key issue. It’s called: […]
