Blog

The kind of sales training salespeople need

I’ve attended good sales training in the past. And I’ve attended sales training that was pretty much worthless. Interestingly, as a sales manager and executive, I’ve sent few salespeople to training. The reason isn’t that I don’t value training, it’s...

How to qualify complex sales opportunities

When I was a sales manager reviewing a sales forecast and later in my career a sales executive reviewing major opportunities with my management team, I’d focus discussion on the qualifying process of each opportunity. The reason is poorly qualified...

The question you have to answer to make the sale

Markets are competitive. I can’t think of a market that doesn’t include a number of vendors or suppliers who compete for market share. A truth that’s often ignored or misunderstood is most companies who compete in a given market look alike to the people who make purchase decisions and...

What do you know, that I don’t know, that I would benefit from knowing?

I had a really good conversation with a a client yesterday about earning the attention of reluctant listeners — we were discussing them in relation to target audiences within a core story. The conversation led to the question posed in the title of this...

Cold Calling Fact: Business people do it all the time

Here’s something often overlooked in the cold calling debate: business people cold call each other as a routine part of growing a company. Every day executives pick up the phone and call a peer at another company, unannounced, to discuss...

Cold calling is a legitimate form of B2B lead generation

Cold calling is one those things you can bring up in conversation with a room full of sales professionals and damn near start a riot arguing its worth. There aren’t many fence sitters on the topic — you pretty much...

If not now, when?

There’s no offer associated with this post, nothing I want you to do, except to think and challenge yourself.  I woke with this thought and want to share it: Think The thing I’d like you to take some time to...

Desktop reference for B2B blogging

Organizing client files the past few days, I found a summary sheet I sent to a client some time ago — a summary guide to blogging I gave them as part of a content marketing project. Below is that guide....

There is no silver bullet to sales and marketing success

How cool would it be if there were a silver bullet in sales and marketing to retire quota and make lots of money? You know what I mean — the one thing we could say or do that magically makes...

What are you going to say?

At one time of another, I expect we’ve all been there — put on the spot to say something and not quite knowing what to say. It can happen on the phone, in a meeting, following an introduction, etc. Here’s...