Blog

31

Dec

Sales prospecting can be tough and very frustrating, if you don't understand how to work with gatekeepers. I've often asked myself, "Why are gatekeepers so darn evil?" Well, the answer is they're not, but I'll get to that later. First, a little personal history; I come from a sales family. My dad was in sales most of his life as was my mom. It was almost destiny that I ended up in this profession.

31

Dec

The Paradox of Choice. With so many media choices available how do local businesses' choose what's best?

31

Dec

I'd like you to think about your customers and prospects for a moment- more specifically, about how they spend their time when going through the decision cycle for the solutions you offer. How much time, as a percentage of the total time they have, do you think they actually spend evaluating YOUR solution? In the last twenty years we have asked this same question of thousand of sales people. A few optimistic people will say 5 or 10 percent, but the sales veterans know better.

31

Dec

Suppose I say to you, "I need new glasses," and then I ask you for suggestions. What are you likely to say in reply?

We actually ask this question early in our workshops. We get thoughtful, earnest answers. One participant may ask whether we need prescription lenses or just reading glasses. Another may suggest we check out the local Lens Crafters. A third will give us the number of his cousin the ophthalmologist. All of them, in good faith and with a real desire to help, will bring their individual solutions to bear on what they see as our problem.

31

Dec

For the first hour of my flight home I was engrossed in a conversation with a senior account executive from a technology company. It was, at least for a while, a rather pleasant conversation. We discussed the rise of Apple (both of us carried iPads and iPhones), the economy, travel, summer plans, kids and shared overviews of our respective careers. We had some laughs about our early days in sales and lamented about the passing of "the good old days."

31

Dec

My last blog addressed the question of which is more important: sales training or product training.  Given the right organizational processes, the argument was made that sales training can have significantly more impact than product training. As you can imagine, my blog generated healthy debate, many from people that believe I was suggesting organizations severally limit product training. To the contrary, product training is critically important.

31

Dec

I began practicing yoga 4+ years ago as a way to stay fit, flexible and healthy so that I could maintain my type A lifestyle. At that time I was working in the chaotic world of local media sales which further accelerated my type A tendencies.

Actually, I did not find yoga. Yoga found me. The studio I chose to practice at fit conveniently into my hectic schedule offering classes 5 nights a week at 8:30pm. This gave me time to rush home from work, feed my family, get the homework underway, race to the studio, lie down on my mat and wonder if anyone remembered to feed the dogs.

31

Dec

May 8th 2012 at 10 am PT/1 pm ET

 

This roundtable of experts hosted by the Sales Management Association will discuss how companies are using analytics in support of sales force transformation.

 

Don’t miss this opportunity to learn how to use Analytics to drive transformation in your sales organization. Register today!

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31

Dec

Saturday will be a big day for my wife and I as our only daughter is getting married.  While there are many things I could, and perhaps should write as the big day approaches, at this moment my focus is on her fiance. While it probably isn't horribly unique for the father of the bride to be thinking about his future son-in-law just days before the wedding, what I am thinking about him probably is unusual.

31

Dec

"To a man with an ax," says an old African proverb, "everything looks like a tree." A corollary observation might be: "If you've got an ax in your hand, all you notice is trees." That's fine if your customer's problem is trees that need chopping. If it's something else- anything else- approaching him with an ax might not be your best strategy.