Search Results

Introducing my Rule of Conflicting Sales Realities: Weak sales organizations have little awareness of their ineffectiveness which instills a false sense of greatness.  I believe that this is why generally ineffective sales forces remain that way.

Salesperson number one shows up, fails to develop a relationship, assumes he (or she) knows everything, makes a presentation that the prospect doesn’t care about and leaves, believing he did a good job.  The prospect has eliminated this salesperson.

When a company, vendor, provider, salesperson, sales manager or business leader exceeds your expectations, you will tell somebody, try to get them excited and create buzz. 

Yesterday I spoke to the executive team for a Fortune 100 company whose issues are exactly the same as those faced by small and medium sized businesses – except for one difference.  Their dynamic leader wants to attack the market as the economy sputters whereas many who lead smaller companies choose to wait it out. 

So how much of this is economic leverage because they have the money to attack? And what can you do?

This is a longer post than usual but I urge you to read through to the end for the useful lesson.

I conducted a webinar for a client this afternoon and at the conclusion my client thanked me for taking the time to prepare. He said he was grateful. Perhaps he’s simply an individual of high integrity. Perhaps he appreciated the extra time I took to read the materials he sent so I could guide his team in the context of his materials. Perhaps he thanks everyone he works with. Perhaps his compliment stood out because most clients don’t express their thanks when they pay a lot of money for my expertise. Perhaps my client doesn’t often receive this kind of service.

If you follow baseball you probably heard that Curt Schilling’s new contract for next year includes $2 million for meeting weight incentives.  For $2 million even I could be motivated to lose 20 pounds! And therein lies the deeper message.