May 29, 2015 | Best Practices
“Why” is the most important word and concept in sales. We have a habit of overcomplicating sales. I know that I’m certainly guilty of this at times! But if you strip away all of the selling methodologies, frameworks and strategies that are...
May 20, 2015 | Best Practices
Recently I’ve been reminded of the old adage: “You never get a second chance to make a first impression.” That quote has been attributed to Oscar Wilde, Will Rogers and Mark Twain among others. Suffice to say that it resonates with a lot...
May 19, 2015 | Best Practices
My first sales mentor always emphasized that I needed to build, cultivate and manage my professional network. That was the foundation for sales and business success. Now at the ripe old age of let’s just say a whisker over 50 years old, I’m...
May 19, 2015 | Best Practices
Sorry to inform you, but the vast majority of B2B enterprise sales teams out there today, are of the stooge variety. Not the sage variety. And that’s a huge problem. What do I mean by this? Quite simply that most sales teams are going...
May 12, 2015 | Best Practices
My wife and I love Judge Judy. We watch her TV show religiously and apparently we’re not alone, as her TV show is the highest rated daytime TV show and syndicated TV show with an audience of over 7 million people (http://en.wikipedia.org/wiki/Judge_Judy). She...
May 5, 2015 | Best Practices, Sales
In the interest of full disclosure, I have to admit that I am a self-professed sales discovery devotee. Across my 25 years of selling technology solutions to the enterprise, show me a top performing sales rep or sales team and I’ll show you a sales...
May 2, 2015 | Best Practices
Nothing is more offensive than seeing an enterprise sales team grovel with their customers. According to Merriam-Webster dictionary, the definition of “grovel” is: To kneel, lie, or crawl on the ground To treat someone with too much respect or fear in a...
Apr 29, 2015 | Best Practices
How well do you really know your customers? Surprisingly, I find that more and more companies are losing touch with their customers at the exact time that it’s becoming more important than ever to get closer to your customers. Everyone talks about how...
