Pistachio Nuts and Sales Opportunities

Sally and I love pistachio nuts. We always race for the meaty ones bursting out of the shell. They’re the easiest, best tasting, and give the most for the least effort. When the best picks are gone, we fish through the bowl and pick the promising nuts. They take a little more work for a little less meat. Finally, only the tough nuts are left, the airtight sealed nuts that take more work. Out … [Read more...]

Are You Selling Like Publishers Clearing House?

The first time a “You won a $1,000,000” showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff I did not want, yet subliminally suggested a purchase would help me win. Sales people spend tremendous effort … [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...]