Have you ever worked on a prospect who did everything right? They showed genuine interest. They gave you access to decision-makers. They confirmed they had the budget. They returned your calls promptly. On paper, they were the perfect opportunity. They checked every box of a “qualified prospect.” They even matched your...
The first—and most important—piece of good news is this: you recognize that you are a Quota Sloth. Self-awareness is the starting point for improvement. A Quota Sloth is not lazy. In fact, most Quota Sloths are very busy. They spend their time working deals that are already in motion, responding to...
When I ask salespeople who their toughest competitor is, they usually name four or five competitors they see in the marketplace. Sometimes they get emotional about a competitor who has caused them recent losses. Then I tell them these companies are not their toughest competitor. It is “do nothing,” or...
This quote is attributed to baseball Hall of Fame legend Leroy “Satchel” Paige. Country singer Toby Keith included a similar phrase “Ask yourself how would you be If you didn’t know the day you were born” in his ballad “Don’t Let The Old Man In.”1 Baseball legend Satchel Paige and country...
I have been a loyal supporter of the Chicago Cubs baseball team since I was very young. For much of this time, the franchise has faced persistent challenges, with numerous seasons marked by disappointing performances. There were bright spots—most notably in 1969, when the Cubs led the division for 155...
The Beginning The conversation with your contact, Ted, begins like this: “We appreciate all the time you spent with us explaining your product and answering our questions—and you did a great job—but we regret to inform you that we selected another supplier.” The call opens with a compliment. You did a great job....
Why sales pros leave their companies: An In-depth look Throughout my career in sales management, I have overseen more than 1,000 sales and sales support professionals and have been responsible for both hiring and, when necessary, firing team members. There are numerous myths circulating about the reasons sales pros choose to...
This quote is attributed to baseball Hall of Fame legend Leroy “Satchel” Paige. Country singer Toby Keith included a similar phrase, “Ask yourself how would you be If you didn’t know the day you were born,” in his ballad “Don’t Let The Old Man In.”1 Baseball legend Satchel Paige and country...
When I was a teenager, I always hoped a young woman would answer the telephone when I rang her at home. Years later, when I made cold calls as a sales professional, I hoped for the same outcome—this time, for business reasons. I wanted the decision-maker to answer so I...
The Myth of Uniqueness: Understanding Buyer Perceptions of Uniqueness When selling accounting systems to mid- and large-sized corporations, I made it a point to start every engagement with a conversation—not a presentation. My goal wasn’t to sell features; it was to understand how the buyer’s business operated, what challenges they faced,...