As sales professionals, we have all experienced something like this… You conduct a great sales campaign, have multiple appointments, everyone loves what you are offering, and you are getting definite buying signals. Your network is strong in the account! You report this deal as looking awesome in your pipeline reviews with the boss. You may […]
The Deafening Sounds of Radio Silence! Read More »
Do you believe in good “sales karma”? I do. I am a firm believer in the old adage “What goes around comes around.” I am writing this blog to the sales community today as a bit of a wake-up call for us all. I just had an interesting conversation with a former colleague who was
As sales professionals, do you ever feel like the guy from the Dunkin’ Donuts commercials? Do you get up every morning, bleary eyed and weary from the day before and think to yourself “got to build the pipeline”…? I think we all do and it’s completely normal. Perhaps the most essential element of what we
Time to Build the Pipe. Time to Build the Pipe. Time to Build the Pipe. Read More »
Hardly a day passes without some news agency reporting some sort of impending doom for the economy. I listen very carefully and try to make sense of it, seek out experts, and ask questions. I have talked to professionals from all walks of life, and everyone has some compelling vision of what is coming. Obviously,
Economic Slowdown? Read More »
What makes a great client? What makes a client great? (Did I just ask the same thing?) What drives the sales community to go the extra mile for a client? I am sure that we as sales professionals have had enough client interaction to have formed plenty of opinions on the best and worst traits
The last few days, I have been reflecting on the upcoming Labor Day holiday. I did some research on the meaning and origin of the holiday and here is what I found: “Labor Day is a… holiday that takes place on the first Monday in September. The holiday began in 1882, originating from a desire
OK…I need to have a small “rant” for a moment or two. I think the one thing that could earn ejection from the sales community is not having a healthy respect for time! Time is respect. Period. If you make an appointment, be on time. Plan it well and think about the things that will
Cheesy title – granted, but it was what just came to mind when I was reading some responses to my earlier blog on Great Sales Leaders. One of our sales community members was remarking about managing a team of people when none of that team actually report to him. This is one version of the
Holy Matrix, Batman! Read More »
Last night, I had the honor and privilege to be a guest lecturer at Peirce College in downtown Philadelphia. I had a very exciting opportunity to speak to a marketing class on one of my very favorite topics “Everyone Is in Sales.” This class comprised bright working adults getting their degrees. They are all working
Speaking of Sales to Future Members of the Philadelphia Sales Community Read More »
I am really curious what this sales community thinks a great sales leader is? What defines that person to you? I have written my column this week on sales leaders and offer some of my initial thoughts on what a great sales leader should look like. As sales professionals, we have all worked under a
Great Sales Leaders! Read More »