Blog

Something every sales manager should be aware of: Forecast Creep

There are a lot of things a CRM solution can do to help a company stay organized, share information, and track performance. None of which this post is about. This post is about the thing I can’t find a CRM...

Five truths to getting in every salesperson needs to accept

There are five truths to getting in every quota carrier should acknowledge and embrace: Truth #1 — If you can’t get in you can’t sell It’s obvious. If you cant’ get in front of a decision maker, there’s little chance...

Sales success starts with your worldview

What is a worldview? A worldview is the way you or someone else views the world. It’s the environment we work in, the things we care about, the rules and regulations that form parameters around our work-life, our influences and...

Don’t forget to ask this qualifying question

There’s a point in every sales meeting when the wrap-up hits on the issue of whether or not there’s anythign more to talk about. When that moment arrives, I like to ask the prospect this question: To help me best...

Getting In: More on the greatest sales skill of them all

I’ve written before on my belief getting in is the greatest sales skill of them all — greater than qualifying, advancing, and closing a sale. The reason is simple, if you can’t get in, nothing else matters. It’s impossible to...

5 Go-to-Market Influencers

I’m pleased to have been included as one of five Go-To-Market influencers highlighted by OpenView Labs. A go-to-market strategy is a unified, multi-disciplinary approach to bringing products and services to the marketplace. While many companies have traditionally treated their marketing,...

The missing point in the discussion on interruption marketing

It’s hard to find many marketers who defend interruption marketing — phone calls, advertisement, direct mail, email, etc. The fashionable thing to do is go soft — ask for permission, avoid the topic of taking action, suggest and hint instead...

Tired of competing on price? Here’s an example of a company who changed the rules

The simplest way to avoid becoming a commodity — subjecting your offer to price comparisons and low, to non-existent, customer loyalty — is not to allow yourself to be common. The secret is obvious: make yourself an orange to compare...

The hidden opportunity for many company websites

Webkick is the web application of Saleskick, a portfolio of services to help companies better communicate with target audiences to help them sell more — faster. For example, a Saleskick principle is no one wants to buy the things you...

Making sense of what, why, and how

I recently submitted a post to a blog carnival that ended its posting requirements with this statement – Remember, how beats why. Wrong. Both are critical. And both beat what, which is what I think they meant. Here’s why. How...