sales strategy

Everyone talks about strategy, but do we really understand it?
There are two types of strategy–business strategy and sales strategy. Strategy, at it’s core, is “how will we accomplish our goals?”  But business strategy is very different than sales strategy. I’ll leave business strategy to the big boys–Tom Peters, Jim Collins and the rest.
We’ll talk about [...]

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You’re cordially invited to attend an Executive Seminar called “Building Your Sales Dream Team” on either May 29 or May 30 from 7:30-10:00AM. Click here to register.
It’s primarily for CEOs, VP Sales or Sales Managers. The intent is to discuss the pros and cons of builing a “sales dream team.”
Click on the VIDEO (below) [...]

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One of our sales training corporate clients related a story to me yesterday about a deal he got a couple of weeks ago. It was a classic RFP scenario, where he stood no chance–but got it because he did things the right way.
He had been asked in for an RFP for a prospect he had [...]

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How many of you are familiar with Cesar Millan, “The Dog Whisperer” (www.cesarmillaninc.com)? If you are an animal owner and you don’t know who he is, you need to.  I have developed an addiction to his practice of dog psychology and his show on The National Geographic Channel.  Our family has a new puppy, Buster, [...]

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I can’t stand when people don’t take accountability for their outcomes. Sales managers, I don’t know how some of you do it - listening to excuse after excuse after excuse after excuse…you get the picture. I know many CEOs want nothing more than to create a more ACCOUNTABLE work team. But no one has seemed [...]

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I’m sure many of you have struggled at some point in your sales career to find the contact information of a key prospect. Think about this situation. Your manager asks you to contact the CIO of a major insurance company. You know the guy’s name and company, but that’s it. Your likely strategy: cold call [...]

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There is a moment in every sales process that defines whether you’re a man–or a mouse.

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by Bryan Neale
If you ever have a resume for a sales position come across your desk from a Franciscan Friar named William of Occam, HIRE HIM IMMEDIATELY. Odds are slim this will happen, as this English logician (a very smart logical guy) died in 1349 (see Occam’s Razor in www.wikipedia.org). His most famous theory though [...]

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The game is selling. But the rules have changed. Cold Calling is out. Social media is IN. Convincing and persuading is out. Community and attraction are in.
As your company sits in board rooms and talks sales strategy, then think about Social Media as one leg of execution.

Definition: ‘Social media’ (SM). SM is the interaction that [...]

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