Nothing is more frustrating than putting all of your effort into sales activities to close a deal, only to get to the close date find out your deal is dead. The frustration is on MANY levels…including the folks who are reporting the business. It’s management’s job to forecast the business. Forecasting deals is the center […]
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 […]
There is a hard truth about sales. As a rep…You…Deserve…Nothing. That’s a punch in the mouth. Good. Choke down that dose of reality and get on with it. Don’t let 2016 be a repeat of every single year you can remember. Challenge yourself to live it differently. We don’t always have what we deserve. […]
I’m often reminded that the business of selling is less about common sense than it is about process. From the outside looking in, bad process is obvious…but when you are smack dab in the middle of it, it can be hard to even SEE the right thing, let alone make a decision to address it. […]