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06 Jun

Posted at 19:45h in Uncategorized

Here is the scenario: You developed a lead into a qualified opportunity, held meetings to demonstrate your value proposition, answered questions, arranged customer visits, and crafted a return-on-investment case that impressed the Economic Buyer. The buyer's interest grew, leading to calls for more information, workshops, contract requests, and training queries....

06 Jun

Posted at 19:39h in Uncategorized

When pursuing a prospect in the sales cycle, it might seem advantageous if there is no competition. Indeed, discovering a lead and completing the sales process without the threat of a competing supplier can be less stressful, as no competitors are highlighting potential shortcomings of your company or product. Such...

22 May

Posted at 21:33h in Uncategorized

Nature versus Nurture? The debate on whether excellent sales pros are born or made is a classic nature versus nurture argument. After extensive experience in hiring, coaching, and managing over a thousand sales pros, the author concludes that most (not all) high-performing sales pros are born with innate skills, which they...

12 May

Posted at 17:28h in Uncategorized

“Talent wins games, but teamwork and intelligence win championships.” Michael Jordan1 Teamwork offers significant advantages over individual work through better communication and synergy, leading to enhanced problem-solving, innovation, and creativity. It often results in a positive work environment and improved morale, although this is not always the case. Most people prefer working...

06 May

Posted at 14:53h in Uncategorized

Understanding Economic Cycles Economic cycles, comprising phases of growth or expansion and contraction or recession, are a fundamental aspect of the financial landscape. These cycles are a natural occurrence in all free economies, influencing how corporations navigate their operations to optimize profits and efficiencies. The U.S. economic cycle typically spans about...

28 Apr

Posted at 17:47h in Uncategorized

Have you ever walked into a meeting where one person dominates, trying to prove they know more than everyone else? And that you don’t know anything? It’s unwise to challenge them head-on. Handling Mr or Ms “Smarty Pants”: Navigating the Know-It-All Factor in Sales Every salesperson encounters brilliant evaluators eager to prove...

21 Apr

Posted at 15:52h in Uncategorized

Lessons in Leadership: Observations from My Career I have encountered numerous managers who exhibited substandard leadership qualities throughout my career. Beyond their poor treatment of staff through threats and intimidation, many struggled to effectively motivate their employees or understand the reasons behind high turnover. One manager, the founder and owner of a...

14 Apr

Posted at 15:31h in Uncategorized

I recently received a call from a sales professional seeking assistance with her strategy to beat her primary competitor, referred to here as ACME, on a significant sales opportunity. ACME frequently emerged as a finalist in many of her sales opportunities, compelling her to exert considerable effort to secure the...

09 Apr

Posted at 14:21h in Uncategorized

As a former accountant, sales manager, economics instructor, and someone who spent many years calling on large financial institutions and major corporations in the anti-money laundering field, I have always been fascinated by the concept of risk. Risk may be defined as the measured avoidance of negative consequences of an...

02 Apr

Posted at 19:28h in Uncategorized

This is paraphrased from a famous line in a song written by Bob Dylan. The song suggests youthful idealism often gives way to realism with age. Many think they're brilliant when young but learn more as they grow older. I found this true in my career—from thinking I was brilliant...