We hear a lot about innovation in business. Thinking outside the box. Identifying the way things are done, finding better, more profitable…more effective ways of doing things. Innovation and invention are the evolution of business, but I think they happen for a simpler reason…Humans want to avoid pain. Pain isn’t just a physical manifestation…it can […]
It’s coming up on a year since my last big race, and I am busy training for another. This time, I am also dealing with a professional hurdle that I didn’t plan for. I just found out I need to find another team to lead. Maybe I should be more specific – I need to […]
Ever meet a great salesperson? What trait in their personality struck you? I would be surprised if ‘calm demeanor’ wasn’t on your list. Look, I get it…sellers typically have a bad rap, and it’s primarily a reflection of really fantastic marketing about the image of sellers. The fast talking snake charmer that somehow managed to […]
Don’t Go It AloneTake individual risk out of the equation by selling in your territory from a franchisee’s point of view. Successful franchises have a solid support structure. The franchisor (the company you sell for) does all the testing, makes the costly up-front mistakes, takes the risks, and establishes the marketplace. Today, dynamic relations between the franchisee and […]
Monday…Already?! For a sales professional…Monday mornings shouldn’t be dreadful. If they are, chances are you aren’t executing your plan…or worse, you haven’t mapped one out. First things first…get your head straight. You are the only person who can change your outlook. Shift your view – recognize that you are in a rut…and that it can […]
Prospecting With any sales role, you need action in order to build, progress and close your pipeline. When the pipe disappears…so do you. Level set yourself…remind yourself that you don’t deserve anything…so…go get what you want. Take action. Massive action. Prospecting and building your pipe to bursting so you need to close deals to bleed pressure.
If you are in enterprise sales, you are probably working on a quarterly cycle. In a calendar year, the following dates are very important to you: March 31, June 30, Sept 30, Dec 31 Every quarter has about 90 days in it…and that seems like a plenty long period of time when it comes to forecasting your deals. […]
Last month, I wrote an article that helped define Sellers vs. Account Managers. I wrote it because there is a massive misconception about what selling really is, and it is frankly starting to become very complicated to manage through these misconceptions. I don’t do complicated – it takes too much time and energy. I’m busy…I […]