Are You Having Trouble Sales Hunting?

John Hart remains one of my favorite cartoonists and this one tickled me to write a very short post to help you hunt better with a simple sales skill. Do you know who your best and worst customers are? Has your company defined customer personas and have you defined your own personas? We all perform well, and poorly, with different customer types. Early in my career, I recognized that I … [Read more...]

What do You Want, “Likes,” Followers and Connections or Paying Customers?

Are you collecting followers or developing mutually beneficial business relationships that convert into results for your customers and revenue for your company? Let’s face it, you don’t want countless followers. Who can manage all of that anyway? What you really want are gaggles of happy, paying loyal customers. Have you analyzed how many customers you need to achieve your revenue … [Read more...]

Are All Sales Opportunities Equal?

The most widely accepted definition of a qualified sales opportunity is a decision maker with a budget to purchase a product or service. But are all sales opportunities equal? Are identical offerings to two different buyers equal in value to the sales rep? In the 1940s, Frank Bettger, author of the sales classic “How I Raised Myself From Failure to Success” made several game changing … [Read more...]

Are We Cannibalizing Our Customers?

John drove to the country to visit his friend Bill who fled the city to live the farming life. While taking the tour, John noticed Bill's pet pig has only three legs and asks, "Bill, why does your pig have only three legs?" Flustered, Bill whispered, "Don't talk about his leg, you'll hurt his feelings. He's an amazing pig. When my wife was trapped in root cellar and suffocating, he dug under … [Read more...]