And the Sale Drags On, La-De-Da-De-Dee

You want to close that sale. The customer wants you to throw something in to seal the deal. You have authority to do so. “Sure,” you say, “Do we have a deal?” you ask. “Hold on. Not so fast.” And the sale drags on. Listen to this oldie I was reminded of as you read. … [Read more...]

Behind On Your Goals or Need Inspiration? Sell Like Louis Armstrong

My friend The Irreverent Sales Girl (ISG), whose identity remains stealthily behind her mask, inspired me last night with the first line from her post, “You today have 31 days to meet your first quarter goal.” My keyboard must have been possessed, because the next think I saw was my comment “31 days to surpass...” ISG generously replied, “RIGHT! You said it better.” Then I remembered an … [Read more...]

New Sales Simplified by Mike Weinberg – Book Review

Would you like to simplify and improve new business acquisition? Not only is it possible, but it’s relatively simple to do. In case you missed it, the tagline for this website is Selling Ain’t Rocket Science. Mike Weinberg’s book "New Sales Simplified" is easy for me to stump because we both believe in simplifying and Mike unravels the enigma of acquiring new business with the same solutions that … [Read more...]

The Sales Professional’s Independence Day & Bill of Rights

Early in my career, I suffered under the delusion that my job was to sell everyone. I tried relentlessly to turn around purchasing agents who sat salespeople in uncomfortable chairs until the sales rep begged for mercy and caved into brutal demands. I tolerated executives who treated account salespeople like the scum of the Earth. And I courted gatekeepers who rivaled the seven-headed serpent that … [Read more...]

Are Your Prospecting Results Disappointing?

Are you struggling with prospecting? My last post, “Stop Selling and Start Succeeding” was about relationship selling for sustainable, profitable sales results. Building quality relationships is a step-by-step process. The first step is prospecting, and getting it right is critical. … [Read more...]