#sales achievement Tag

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 singer Toby Keith both expressed the idea that mental age matters more than your actual years. While our bodies age every year, we shouldn't let that define how we live.  We cannot defy Father Time, but we do not need to give in to aging, as long as we can. In...

11 December, 2025

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 could introduce myself and request an in-person meeting, the objective of the call. As every salesperson knows, this rarely happens. However, I learned something valuable: I had a higher success rate when the prospect answered the phone—even if their initial response was that they were too busy to talk. Why? Because if...

09 December, 2025

In addition to being an avid sports fan, I have a deep interest in history, particularly American history and its wars. One powerful episode from the Civil War offers a lesson that resonates far beyond the battlefield. The Gettysburg Battle and Dedication of the Cemetery The deadliest battle of the Civil War took place at Gettysburg, Pennsylvania, from July 1 to 3, 1863. Around 170,000 troops fought, with approximately 51,000 killed, wounded, captured, or missing. The Union’s decisive win forced Lee’s Confederate army to retreat. Four months later, in November 1863, a large crowd gathered at Gettysburg for the dedication of the battlefield...

07 October, 2025

The Unsung Heroes of Sales Success: Why Support Staff and Product Managers Deserve Recognition In business literature, sales success is often attributed almost exclusively to the charisma, persistence, and skill of quota-carrying sales professionals. Yet in my decades of experience—spanning selling solutions from accounting, human resource and payroll, manufacturing, electronic medical records, electronic payments software to anti-money laundering compliance systems—I’ve learned a fundamental truth: no high-performing salesperson closes complex B2B deals alone. Behind every signed contract are the tireless efforts of product managers and sales support staff. Their technical expertise, market insight, and ability to engage with client challenges are often the...

30 September, 2025

When your company receives a Request for Proposal (RFP), is it usually assigned to junior or new salespeople to complete? If so, this is a mistake. Let me explain: One of the struggles that many sales pros face today is whether to participate in an RFP process. They are often a mixed blessing. Completing them is usually a tedious, unpleasant task. And they can be time-wasters. They cannot be ignored entirely because some may lead to significant sales revenue. I have closed millions of dollars in sales as a result of RFPs. Many are issued by consulting firms with which you want...

09 September, 2025

The sign at my local Mission Barbecue restaurant reads, “If you knew you couldn’t play tomorrow, how hard would you play today?” This statement suggests the importance of effort and commitment in the present moment. Also, that one should always give your best effort to try to win in competition. Those who know me well know my passion for sports. I watch closely not only for the competition but also for the decisions under pressure—the moments that separate winners from those who simply avoid losing. I often find analogies between sports, business, and life. Take this scenario: your American football team trails...

02 September, 2025

A key decision-maker may ask, "Why should I purchase your product or service?" during or after the sales presentation. This question presents an opportunity to convey the concise value proposition. Although this inquiry can disrupt the flow of a presentation, it can be advantageous if approached in a constructive manner. Rather than interpreting this question as confrontational, sales pros should view it as an inquisitive challenge—an opportunity to clarify the rationale for further engagement with your company. Assure the buyer that you appreciate their question and are not offended. The question "Why should I purchase your product?" is usually not intended as...

12 August, 2025

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. They analyzed your solution, asked their questions, and examined the alternatives. Then, you were informed that your solution was selected from among the several they were considering. However, the deal suddenly stalled, your contact is not returning calls, and the opportunity remains open.  Has this happened to you? Your contact informed...

06 June, 2025

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 scenarios are uncommon and should be celebrated when they occur. This has become even rarer since the pandemic, which has made access to prospects more challenging. However, competition can sometimes be beneficial in closing an opportunity. This may sound counterintuitive, so allow me to elaborate. An essential aspect of ensuring that time...

06 June, 2025

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 further develop. While some mediocre sales pros can improve with training, they are a minority. The author disagrees with best-selling author Daniel Pink's view that everyone is naturally a salesperson, citing statistics and personal experience to support the idea that natural-born sales pros have a significant advantage. I had the opposite view! When...

22 May, 2025
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