The Experience of You
I was psyched. My goal? To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events.
Are You Ready for a Virtual Reality Challenge?
It was my last day at the Sundance Film Festival. After waiting for way too long, Shari Levitin and I finally entered the virtual reality experience that people were raving about.
Tackling the Impossible Sales Challenge
How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.
Only 1 in 7 Sellers Do This Crucial Skill
I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.
Selling in a Digitally-Transformed World
One person who always gets me thinking is Donal Daly. Last week I interviewed him about his new book, Digital Sales Transformation in a Customer First World.
1 Shocking Statistic that Impacts Sales
People are always shocked when I share this one statistic that I highlight in More Sales, Less Time. And they should be.
Seriously slammed? Some ideas to help you out.
I'm not typically an eavesdropper. Normally I mind my own business when I'm out to eat. But Friday morning, while having a veggie omelet for breakfast at George's Restaurant, my ears suddenly perked up when the guy at the table next to me said, "I'm seriously slammed."
17 Essential Sales Assumptions
Yesterday, Dianna Geairn (The Irreverent Sales Girl) and I were musing about some of our big sales wins. As we talked, we realized that our underlying assumptions—about prospects, our roles and factors that could hinder success—were crucial to our performance.
In very short order, we identified 17 sales assumptions and why making them helps you win more deals. Faster. With less competition.
What Buyers Really Think
Thinking like a prospect changes everything. That was the impetus behind today's post which was written from a buyer's perspective. I hope you have fun reading it—and get the point!
Why Brain Science Matters in Sales
For the past couple years, I've been reading a lot of books about neuroscience, psychology and coginitive thinking. Why? Because I think we've reached a point where the environment we live in and the ways we work are getting in our way.