The worldwide #1 sales rep sat in his office in early January and wondered how he was ever going to repeat his record breaking $1.1M sales result from the previous… read more →
We all like winners and can appreciate superstars when we see them. We admire the superstar athlete who is talented beyond question and helps his team win games. But we’ve… read more →
(from 42 Rules to Increase Sales Effectiveness) So if it’s not about you the salesperson, and it’s not about your products, then what is it all about? Well, who’s left?… read more →
(from 42 Rules to Increase Sales Effectiveness) The products sold in the marketplace, whether to businesses or consumers, are broad in scope, complexity and value. As salespeople we are selling… read more →
There is natural aligning of the 5 attributes of a Sales Superstar (see Rule #12) in my book 42 Rules to Increase Sales Effectiveness and the 5 sales rep types… read more →
There are two things I ask to look at first when I am brought in as a consultant for a sales organization. The first is the documentation of their sales… read more →
When asked how many new prospecting calls the Inside Sales team made each day, the Director of Sales of a client firm proudly stated that every team on her sales… read more →
Account review sessions can be formal or informal sessions involving managers, the account rep or team, technical management and any other key individuals participating in the analysis and strategy development… read more →
In my days of selling IBM computer equipment, I sold the first computer to a company called The Nature Company, a retail establishment with several stores in California. As a… read more →