I have to confess that I was 25 years old before I discovered Vilfredo Pareto and whilst I cannot claim that I experienced an epiphany of “Damascus Highway” proportions, it did cause me to make fundamental changes to the way I organized myself. I think even at that young age, I knew precisely what I […]
What Defines a “Sales Winner”?
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” personality. The running away person is awoken by their alarm clock and they immediately hit the snooze button. Ten minutes later, the buzzer goes off again. “Just ten 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 “generalists” It is easy to imagine what a specialist is; someone who is perceived to be if not an expert, then certainly someone who is focused; has chosen to focus on one […]
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 enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities […]