One thing I’ve learned from my experience selling in East Africa is that there are many marketers out there but not enough salespeople. This is despite the fact that selling is a very important skill that everyone will need at some point in their lives. You might need to sell your skills to a potential […]
Read moreHere Are The Facts: We already know that there is no such thing as a born salesperson. We were surprised to find out that only 39% of salespeople intended to go into sales. We have supporting evidence that one in four salespeople majored in business. Moreover, that seventeen percent never attended college. So, if the […]
Read moreI was in the zone. Focused, tearing through my To Do list…I felt unstoppable. Then the phone rang. I made the mistake of answering the call without looking at the caller ID. It was a software vendor. He wanted to set up a “quick conversation” to show me how their team could save me time […]
Read moreWe’ve all been there. You hate your job. You hate your boss. You hate your organization. You hate your colleagues. Every day you wake up filled with anxiety or annoyance at the thought of having to go to work. On Sunday afternoon you have a knot in your stomach in anticipation of what’s to come […]
Read moreWorking in sales is a grind. Keeping your focus and meeting your quota month after month can take its toll. The ups and downs of sales can feel like a rollercoaster. Each dip is a disappointment, and each high is elation. There are ways to make the ride a bit more even. The following are […]
Read moreWin-loss sales analysis is an essential practice for the modern, B2B sales organization. Understanding the recurring themes behind your wins and losses will enable you to take the corrective action needed to increase sales productivity and improve win rates. Sales Talent is Scarce To understand the importance of win-loss sales analysis, you have to take a […]
Read moreEvery year sales organization spend millions into new ways to grow sales. Business owners know that sales are the lifeblood of the company, or do they? If you can’t produce new business, there is no company, or at least no future for that company! A recent study of 2,663 sales organizations by Think Training, Nightingale […]
Read moreMayflies have the shortest lifespan of any animal on earth, earning them the title of ‘one-day insects.’ Their life lasts only for 24 hours and their only purpose is to reproduce. Here Are Some Facts About Employee Job Retention My interest in the short-lived Mayflies is the morbid similarity that I find between the fly’s […]
Read moreIf you haven’t seen Columbo, it’s a classic television show about a homicide detective with the Los Angeles Police department. His ability to pull the truth out of the individuals he interrogated right before he would leave the room was what made him special. Although not a salesperson, there are many sales lessons learned from […]
Read moreWhen you think of “The Office,” you probably think of Michael and Dwight stirring up a fiasco. The crazy moments of the show undermine one of Michaels exceptional skills; Building relationships. This is the most important part of high-ticket sales. Michael’s innate ability to care about the people, instead of the sale, is why he […]
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