Jan 23, 2016 | Best Practices
You are a sales rep and you’ve just been notified by your prospect that your product/your company has been “verbally selected” as the solution they want to move forward with. As a long time VP of Sales, I can assure you that one of my least favorite terms in sales is...
Dec 29, 2015 | Best Practices
As 2015 comes to a close, I am blessed and humbled to think that the company that I founded, True Sales Results, will be celebrating ten years in business next year. When I started the company, my business plan was drop dead simple. I came up...
Dec 16, 2015 | Best Practices
During my formative years, there was a public service announcement that would come on TV typically during the nightly news and ominously ask you: “It’s 10pm, do you know where your children are?”...
Dec 1, 2015 | Best Practices
When was the last time you were on the receiving end of a sales surprise? Let me guess, it was not of the pleasant sales surprise variety. Our good friends at Merriam-Webster online capture it best by defining the word “surprise” as: “to attack...
Oct 20, 2015 | Best Practices
Why Are You Accepting Sales Failure? Think of the ancient Greek mythological figure of Sisyphus applied to sales (https://en.wikipedia.org/wiki/Sisyphus) I was chatting about the state of enterprise sales with a long time enterprise sales colleague of mine last week....
Oct 12, 2015 | Best Practices
The most powerful word in sales is “no”. I was reminded of this once again over the past several weeks in various business negotiations. Let’s start with the fact that the customer is not always right. In fact, sometimes the...
