Above Quota Sales Management Has Been Published!
My latest book, Above Quota Sales Management, has been published by Armin Lear Press and is available on Amazom.com and barnesandnoble.com. Here is ...
My latest book, Above Quota Sales Management, has been published by Armin Lear Press and is available on Amazom.com and barnesandnoble.com. Here is ...
It’s my observation that sales is a career that offers excellent opportunities for women and is primarily egalitarian. I say it’s almost egalita...
Early in my sales career, I called on a very large well-known furniture manufacturer that was headquartered in Western Michigan. They were looking for...
I have been in enterprise sales for many years. I also have been golfing for just as long. Unfortunately, my sales skills have exceeded my golfing ski...
This article will discuss mergers and acquisitions from three perspectives: 1) What is a merger? 2) What are the business cases for mergers and acquis...
Amber: Get on a plane, meet the prospective client in person, and make the pitch. Watch the signals in the room to see what is happening. Observe body...
The Greatest Obstacle to Discovery is Not Ignorance – It is the Illusion of Knowledge”1 Our local high school, Adlai E. Stevenson, of Linc...
Years ago, as an accountant, I reported to a manager named Bob. One day, I excused myself and went to the restroom, and when I returned, Bob said, ...
Singer Paul Simon wrote and recorded a song called “Slip Sliding Away.” Like many of Simon’s songs, the meaning of the lyrics is often obscure....
The behaviors of some excellent, high-performing salespeople are sometimes like those of typical American teenagers. This can be considered both pos...
Sellers must decide where to price their products: do they want to be a low-cost supplier, price according to their costs, target their prices for a c...
SHOULD I TRY TO HAVE A CAREER IN SALES Occasionally, someone approaches me and asks, “People tell me that I am a natural-born salesman, t...
Negativity is a slow-acting poison. When you allow negativity into your mind, your body is infected as if you have an insidious disease. It is toxic ...
You are calling a prospect for the first time, and instead of the person answering her telephone, you reach her voicemail. “This is Anne xxx, I am...
In years past, there was a mythical sales test where an older, experienced sales professional would test a new, inexperienced pen by handing him his p...
There are many experts that can coach salespeople on the mechanics of how to speak better at presentations. This is concerned with making your conte...
I have often been asked to explain the best professional e-mail format to send to a prospect who doesn’t know me, sometimes called a cold-call e-mai...
I recently watched a movie, “It Ain’t Over,” about the famous major league baseball player Lawrence Berra, known as “Yogi” to everybody who ...
Ideally, you know exactly where your opportunity is in your sales cycle – the beginning, middle, or end, and where it stands relative to the other c...
I am often asked by salespeople to explain the best method of identifying the highest-potential prospects to target. “How can I find these prime pro...
Often the difference between a salesperson that meets their sales goals, and another that does not, is simply a matter of optimizing one’s time. Man...
How many of you have had the experience of a demonstration “blowing up” in front of a prospect? Perhaps there was an internet connection problem, ...
The conversation with your contact Ted starts like this: “We appreciate all the time that you spent with us explaining your product and answering qu...
Are you performing your web sales presentations as those previous to the pandemic? If so, you are not taking advantage of the technology or compensati...
I have been in sales for a long time and have still not met a successful salesperson who enjoys prospecting, especially cold-calling. The top 7 reason...
The answer is – not quite, but it is on life support. The pandemic has completely changed our buying and selling behaviors. We have reach an infl...
A “quota sloth” is a salesperson that does not focus on the tasks necessary to fill a pipeline of prospects at all stages. Quota sloths are usuall...
Maybe you’re the #1 salesperson in your organization. You always meet or surpass your quota. You make more money than 80% of your peers, because jus...
Have you ever called on a prospect that showed genuine interest, provided access to decision-makers, stated they had the budget to proceed and promptl...
Many salespeople have difficulty competing against the challenging decision by a buyer to not make a purchase and remain with the current solution. Th...
Is the cost of doing nothing or remaining with the status quo really zero? Certainly, there may be times when the cost of remaining with the current s...
The good news is that you have recognized that you are a “Quota Sloth.” You recognize that you tend to let your pipeline building and business dev...
Does a corporate prospect purchase a product because they are thrilled with the features and functions of a product that your team has demonstrated? I...
Are you performing your web sales presentations as those previous to the pandemic? If so, you are not taking advantage of the technology or compensati...
When I ask salespeople who their number 1 competitor the response is usually the name of another company that they often face in the marketplace. But,...
Objections are the single most valuable tool in a smart salesperson’s toolbox because they provide incredibly valuable insights...and because most c...
Objections are the single most valuable tool in a smart salesperson’s toolbox because they provide incredibly valuable insights...and because most c...
Maybe once you worked with the buying team for many months. You had access to the “key decision maker”. You received positive feedback about your ...