Some salespeople use a potential customer as an audience to try and impress with their product knowledge and what they believe to be their scintillating interpersonal skills. They talk, and talk, and talk about their product pausing every now and then to appreciate the wisdom of what they have just uttered. This 1-way deluge of ... Read More
It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. 1. They are consummate team players. They help their fellow salespeople and ... Read More
What are the mechanics of delivering an effective sales pitch? It’s the wrong question; no one should aspire to be great at delivering a pitch. A pitch is one-sided. A pitch is about the salesperson and what they have to sell. The benefits of the pitch are asymmetric and favor the salesperson. The appropriate question ... Read More
Organizations are getting a raw deal; they recruit salespeople with impressive credentials and experience and expect these individuals to apply what they know and have done to improve performance and achieve higher levels of market success. The problem is, salespeople and everyone else are the victims of an education system that teaches compliance; adhere to ... Read More
Standout leadership doesn’t have to be complicated; it doesn’t have to conform to doctrine advocated by leadership gurus and HR pundits who advocate a more theoretical model. In my experience, leadership that sets you apart from the crowd boils down to how well you practice these 10 basic human acts, not on how well you ... Read More
What separates run-of-the-mill sales leaders from the amazing ones who standout in a crowd of their peers is their proclivity to engage in the sales operational activities that further the strategy of the organization. Unremarkable leaders are content to hang out in the clouds and deal with concepts and high level sales strategy with little inclination ... Read More
Too much attention in sales is placed on making the sale. And it is reinforced by reward and compensation programs that hail the salesperson of the year as a hero if they post the most annual sales. Salespeople behave the way the compensation plan dictates: if sales revenue is comp’d, that’s what they focus on. ... Read More
Excelling and standing out in anything requires a game plan and relentless execution. In sales, I learned that these simple actions taken EVERY DAY boosted my sales performance and yielded amazing results. #1: Check your performance dashboard to see where you are year-to-date. Keep your targets in front of you and look at them constantly. Where are you ... Read More
Adapt or die. We have seen this consequence play out for centuries. Now it’s time for sales to pay attention. Old school traditional sales has outlived its usefulness. It no longer works. If sales is to maintain relevance in today’s world, a transformation of the way it is practiced is required. Not just incremental change, ... Read More
The challenge in a world where virtually everyone has their basic needs satisfied is determining how an organization can stand out and be noticed. How does it get tagged as remarkable and indispensable by their customers? Today people are looking beyond their basic needs and are looking for opportunities to feed their individual wants and ... Read More
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