I'm Calling it Quits -- and Here's Why
(Note: This article was written in 2012. Obviously, I haven't quit the business entirely -- just parts of it!)
Never Write a Sales Proposal Without Asking This First
Dan Markowitz, president of TimeBack Management and author of A Factory of One is always looking for ways to cut out unnecessary work that don't help you achieve your primary goals. That's why, instead of drooling when a prospect wants a sales proposal for him, he's now doing this...
Are You Forgetting to Ask These Questions?
Tibor Shanto, CEO of Renbor Sales Solutions and co-author of SHifT (a book on trigger events), shares how his own expertise actually hurt his sales success. It's hard to believe that you can be too smart in this business, but as you'll soon discover, it can happen.
Never Go to Work Without Your Trousers
When Jonathan Farrington, creator of TopSalesWorld.com and CEO of Top Sales Associates, wants to make a point, he goes all out. But sometimes, things don't always turn out as expected. Luckily, the unintended consequences don't always have to be disastrous.
Silence is Complicity: Why I'm Compelled to Speak Out
It's not often I get upset, but there are some things that are just plain wrong. And, to sit silently by is, in essence to be morally complicit in the act itself.
As a woman, I struggled for years to find my voice in every aspect of my life. Virtually every woman I know fights this same battle. Research shows that girls start to lose their voices at around the age of 10.
Don't Let Your Emotions Take Over the Sales Call
Colleen Stanley, author of Emotional Intelligence for Sales Success has seen to many smart, savvy people blow it because of their own fears, uncertainty and doubt.
Preemptive Strikes: A Highly Effective Sales Strategy for Dealing With Bad-Mouthing Competitors
What a brilliant sales strategy! That's exactly what came to mind when I saw Rick Santorum's new television ad. But before you watch it, a little background:
If you follow American politics, you know that Mitt Romney's status as the "presumptive" Republican presidential nominee recently came to a screeching halt. After sweeping the recent caucuses in Colorado, Missouri and Minnesota, suddenly Santorum was surging in the polls.
But just a few weeks earlier, Newt Gingrich had been the frontrunner. That is, until Romney's super PACs spent $15 million in Florida and flooded the airwaves with negative ads. This onslaught nearly collapsed Gingrich's campaign.
So Santorum's team decided to launch a preemptive strike in Michigan, the newest battleground state.
Never Take It Easy When You're On Fire
Ron Karr, author of Lead, Sell or Get Out of the Way, learned a critical sales success strategy when his boss chewed him out after closing a big order. And, what really ticked him off was that another rep, who wasn’t doing well at all, never got yelled at.
Salespeople Should Never, Ever Do This ...
When Forbes magazine interviewed me about what salespeople should never do, the five "no-nos" below immediately popped into my mind. But it was so fun thinking about them that I decided to run a NEVER-EVER contest. (see details below)
"Hail Mary" Passes & the Game of Sales
Tom Brady, quarterback of the New England Patriots threw a long "Hail Mary" pass as a last-ditch effort to win the Super Bowl. But, instead of connecting with one of their receivers, it got batted down in the ensuring melee.
Of course, this got me thinking about sales and football. I actually know a whole lot more about the game than you might expect.