This is a question that I am asked so often, and my response is always the same... I describe the “Running Away” personality and the “Running Towards” … [Read more...]
You Are a “Generalist” – Unless of Course You Are a “Specialist?”
I have been thinking a lot about this recently - the differences between so called "specialists" and the alternative, which must logically be … [Read more...]
In Search of the “Sales Holy Grail”
Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s … [Read more...]
Winning Is All About Influencing
A sales leader’s level of success or failure may be determined on their ability to influence people within their own organization, as well as those operating in … [Read more...]
If a Salesperson Possessed Just Three Characteristics …
One of the most interesting and enjoyable exercises I perform before I engage with a new client is to conduct a full audit of the prospect’s commercial … [Read more...]
What’s it Like in “Me Only Territory?”
The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the … [Read more...]
What Does Your “Ideal Customer” Look Like?
“All customers are good” – No they are not! “All business is good” – No it isn’t! Think “Pareto” Use of ‘Pareto Thinking’ is highly relevant and … [Read more...]
Sales Leaders need to be “Models of Excellence”
Unfortunately, most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management … [Read more...]
The Don Quixote Approach To Opportunity Assessment
Emerging salespeople typically believe that all business is good business and to an extent, I can understand this viewpoint. If you are trying to make a name … [Read more...]
What Makes a Successful Sales Team?
An organization’s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the … [Read more...]