Archive for January, 2010
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Jan 28, 2010
No CommentsSell provocatively
I read this post about selling provocatively in the Selling Power blog. The comments on tightening in budgets are absolutely true – I have seen it in action. Business is just being done in a different way now than 2 years ago. 2 years ago, we focused on all the classic solution-selling, Sandler-based techniques we...
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Jan 26, 2010
No CommentsThe “Thin Green Line” of sales – Caring about the Customer
The difference between being an average sales performer, consistently below quota, and a superstar is sometimes hard to understand. Sure there are some obvious signs (often displayed by consistent under performers) such as failing to work hard, not caring about results, asking the wrong questions, or the right ones too late. I could go on...
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Jan 19, 2010
2 CommentsScariest question in the world
I saw this tweet from the Go for No people about just not being afraid to ask a question. I’d say it even stronger…..ask the question you are most afraid to ask. You know what the question is when you are talking to someone. You’ve probably tried to ask “around” this question a bunch of...
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Jan 17, 2010
No CommentsSelling in the start-up
I saw an interesting post about how to sell in a start-up. The post in on TechCrunch – I bet a lot of the people reading it don’t spend a ton of time thinking about sales strategy. They are most likely focused on cooking up products or figuring out where tech is headed. Still, an...
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Jan 14, 2010
No CommentsAvoid the negative sale
Dilbert has been on lately – I can’t help referencing another strip. This one really hit me, especially when I get into a sales situation against a competitor. We knew this competitor was not the right choice for our customer – they really had some problems. We were the right partner here for this customer....
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Jan 12, 2010
No CommentsThat’s just the way it is
Working in a collaborative environment is a great thing – you want lots of people to have input on your deals. When you are a salesperson, you discover a whole world of people who enjoy telling you all the things you should do. Once they are free of that quota, the opinions just flow out...
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Jan 11, 2010
No CommentsGUEST POST: Why ask “why”?
guest post by Chris Emerson In my daily sales efforts I’m constantly reminded that I’m most effective when I keep it simple, when I refuse to get bogged down in the minutia of a deal, and when I lean on the basics of good selling. One of the most valuable habits in selling that I...
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Jan 08, 2010
No CommentsCommodity vs. value
How to add value to a customer over time and focus less on closing...
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Jan 06, 2010
No CommentsAvoid the single track
Avoid single-track selling in sales - this Dilbert post gets it absolutely...
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Jan 06, 2010
No CommentsPassing off from marketing to sales
I saw this blog posting on The Bridge Group’s website about when and how to transfer leads from marketing to sales. The post covered the topic well: how do you deal with “leads” generated by the marketing team and how do you manage the process of getting these leads to the sales team. The song...
