06 Jun

When pursuing a prospect in the sales cycle, it might seem advantageous if there is no competition. Indeed, discovering a lead and completing the sales process without the threat of a competing supplier can be less stressful, as no competitors are highlighting potential shortcomings of your company or product. Such scenarios are uncommon and should be celebrated when they occur. This has become even rarer since the pandemic, which has made access to prospects more challenging. However, competition can sometimes be beneficial in closing an opportunity. This may sound counterintuitive, so allow me to elaborate. An essential aspect of ensuring that time...

22 May

Nature versus Nurture? The debate on whether excellent sales pros are born or made is a classic nature versus nurture argument. After extensive experience in hiring, coaching, and managing over a thousand sales pros, the author concludes that most (not all) high-performing sales pros are born with innate skills, which they further develop. While some mediocre sales pros can improve with training, they are a minority. The author disagrees with best-selling author Daniel Pink's view that everyone is naturally a salesperson, citing statistics and personal experience to support the idea that natural-born sales pros have a significant advantage. I had the opposite view! When...

10 Feb

One of the most overlooked keys to sales success is Attitude. A positive attitude consists of being mentally optimistic and self-confident. It is essential in sales—and life! Attitude is as important as skill in determining sales success.  How can you perform well if you’re not in your best mental state? If you don’t believe you will be successful, you will not be. I went into every sales call believing I would win and close each sale, regardless of the circumstances. This was not conceit or overconfidence. If I gave a better-than-average explanation of how my solution could provide the prospect with exceptional...

21 Jan

Many sales pros ask me what to do when the prospect doesn’t return calls or emails.  You have been calling on a prospect for several months and believe you have established rapport with your contact. You presented a thoroughly researched business case about two weeks ago but have not received any replies to your telephone calls, texts, or emails.  This is now called “ghosting.”  Yes, they are impolite and don’t care how much it means to you. You are very frustrated with the silence and wonder what the problem is.  Did you do something wrong?  Your mind is super active. And...