Mistake 4 Salespeople Make in Meetings- Total Recall

November 5th, 2015

That first face-to-face client meeting is the most important moment in the sales process. There are five stumbling blocks that trip up salespeople in prospect meetings. This article discusses #4 Total Recall. (see #3 - the Lex Luther) The best client sales meetings don't feel like a formal meeting Read More...

The 3rd Mistake in Sales Meetings – the Lex Luther

October 20th, 2015

The face-to-face meeting with a client, especially the first one, is the single most important event in the sales process. Stumbling block #3 in new client meetings (see #2 Robot) is the monologue. When you’re excited about what you or your product can do for your new client, it takes discipline not to explain it right away Read More...

5 Mistakes Salespeople Make in Client Meetings – #1 No Traction

September 25th, 2015

The face-to-face meeting with a client, especially the first one, is the single most important event in the sales process. Not screwing it up is a useful thing. There are five big mistakes to watch out for in that all important first meeting with a potential new client. They are 1. No Traction, 2. the Robot, 3 Read More...

Cold Calling: 4 metrics that tell you if you should be.

September 1st, 2014

The battle over cold calling rages on. Is cold calling a necessary part of being a salesperson? Or should a good salesperson never be cold calling? The battle continues because the answer is contextual. Both of the above statements are true, depending on context. Whether cold calling is useful depends on your situation, your industry and your product Read More...

Michael Porter and Sales Strategy

February 28th, 2014

"The essence of strategy is choosing what not to do, and not doing it." I'm a recent convert to Michael Porter's principal for strategic action. It solves the common problem inherent in unclear goals. If top line strategy and objectives are ambiguous or unclear, then mission creep sets in; we can justify lots of activities in the pursuit of those loosely defined goals Read More...

The Queen of Hearts

January 31st, 2014

In the card game of gin, each player tries to group his hand into three of a kind, or a run of three or more consecutive cards of the same suit, until all ten cards in the player's hand are part of a straight flush or three of a kind. My grandmother - I called her Nana - was a great gin player. The end of the game would always find her holding the cards I needed to win Read More...

Selling with a scowl

March 22nd, 2013

Les Halles, pronounced 'Lay All', the pedestrian shopping district in the middle of Paris, is just east of the Louvre palace. In the 17th century, when the Louvre was the monarchial palace in France, the king being French, and king, demanded a food market near the Louvre so fresh produce and meat would be available for the palace chefs Read More...

Selling to Friends

May 24th, 2012

If your job has a sales component to it, sooner or later you’ll step into the question of whether to sell to a friend. The question can be framed by two competing perspectives. "I always sell to friends. We already have a level of trust, and friends are the easiest people with whom to do business Read More...