Here’s how it works: The person responsible for revenue generation and expenses of a division or product line (the P/L person) sees you and your competitors as all alike if he hasn’t developed a relationship with you. A relationship means he associat...

Here’s how it works: The person responsible for revenue generation and expenses of a division or product line (the P/L person) sees you and your competitors as all alike if he hasn’t developed a relationship with you. A relationship means he associat...

The biggest handicap to increasing market share is the inordinate amount of time that sales people spend cold calling trying to get into new accounts. This is tough duty. It’s tough because there are no relationships to leverage for information and up...

Those with the “In” win. Everyone should agree that having high-level relationships is a significant advantage for making sales. So how much time are you devoting to your existing clients to develop more high level relationships? Now think ab...

Confidence Confidence is a salesperson’s biggest asset. Confident people exude confidence and others pick-up on it. It opens doors because confident people are believable. People talk with confident people because they seem credible and people li...

Confidence Confidence is a salesperson’s biggest asset. Confident people exude confidence and others pick-up on it. It opens doors because confident people are believable. People talk with confident people because they seem credible and people li...

The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st centu...

The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st centu...

A Relationship Selling Example Recently I wanted to get to the Senior VP of Sales for Callaway Golf. I saw an ad that made me think there may be an opportunity to do some sales consulting for them. So instead of cold calling directly, I called the go...

A Relationship Selling Example Recently I wanted to get to the Senior VP of Sales for Callaway Golf. I saw an ad that made me think there may be an opportunity to do some sales consulting for them. So instead of cold calling directly, I called the go...

Common Situation When prospecting or getting to higher level people, most sellers suffer the rejection and futility of cold calling because they hate to ask people they know for help. Resulting Problem People lose motivation and waste time ma...

If sales managers taught their sales and support staffs to interview and listen, they would increase their territory sales tremendously. I just read an interesting White Paper that said sales people are hindered cross-selling in existing accounts becau...

If sales managers taught their sales and support staffs to interview and listen, they would increase their territory sales tremendously. I just read an interesting White Paper that said sales people are hindered cross-selling in existing accounts becau...

Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it. S/he either quit,...

Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it. S/he either quit,...