I’m reading a good book called Zero to One, written by Peter Thiel, one the guys who founded PayPal. My life was changed by that app - my wife would agree. Peter includes a chapter on sales which looks like it’s written for people in business who don’t understand sales - to the extent that in their business sales does not exist. For instance: "The most fundamental reason that … [Read more...] about What is Sales – A View From An Expert?
General Sales Topics
Most closing strategies assume that you developed the correct selling strategy for the opportunity and properly executed effective tactics. Closing then becomes the natural result of the strategy and tactics, and done right, it is seamless and predictable. Of course, it usually doesn't work that way Take a look at your won/lost ratio. It's your professional batting average and … [Read more...] about The Difficult Close
Well right off the bat, computers are cool. Every salesperson has one in some form or another. The choice is not limited to laptops or desktops—might as well include smartphones, tablets, phablets, ultrabooks, chromebooks and, of course, pads and pods. And now there’s wearable computing—soon salespeople will be looking through Google Glass, and reading their schedule on their iW … [Read more...] about 20 Reasons to Share Your Sales Process with Your ComputerReason No 1 – Because It’s Cool
This article is dedicated to sales managers. We have discussed a lot about methods and tools that assist salespeople in their work, but how can we help managers? What is the important information they need to work effectively with the team? Contrary to the conventional wisdom found in many companies, when it comes to sales productivity indicators, less is more. That is, just a … [Read more...] about How to be Highly Effective in Sales Management
When I write about selling I wince every time I have to use one of the two E words — Efficiency and Effectiveness. These occur so much in sales language that we’ve become complacent about their impact and meaning. All salespeople want to sell more — and they can creating more opportunities (Efficiency) or by winning more opportunities (Effectiveness). I go overboard with the E … [Read more...] about Sales Effectiveness and Sales Efficiency: A Thought Experiment