We Are What We Do in Sales and in Life
September 1st, 2010 - 6:00 amNoted Nobel prize recipient, Albert Camus, is quoted as saying “We are what we do. ” What this means is our actions are very much integrated into who are are. What a potentially frightening thought and one that might make “The Thinker” quiver. Take selling or sales for example. What type of salesperson are you? You can choose from a plethora of sales styles from relationship builder to collaborative to technical or knowledgeable to high pressure or “closing sales” or just the opposite of the back door or reluctant one. Now consider matching your selling style to how you actually buy. Is your buying behavior in alignment with your sales style? Does there exist a disconnect between the your selling and buying approaches? Could this gap affective how people perceive your authenticity? For example, maybe your style is being a relationship selling or relationship builder. Your goal is to build [...]
The Not So Secret Secret About Customer Engagement
August 17th, 2010Customer engagement is a hot topic. Thousands of articles present their “secret decoder rings” about customer engagement. Sales and marketing people get into serious conversations about customer engagement. Lots of it is good stuff, but I always wonder, “What’s all [...]
Fully Engaging With Buyers
August 17th, 2010Engaging with potential clients is one of those things that requires sales people to both suck and blow at the same time; not easy, but doable. On the one hand you want to be client focused, thinking less about the [...]
Customer Engagement 2.0
August 13th, 2010Sales technology can help you find and connect with customers but, it can also create a barrier between you and the customer. Some reminders on how to make real, lasting connections.
Craznots, Crazies, and Romancing your Customers.
August 13th, 2010There’s a dozen bad analogies about selling and sex. All that “take it slow” and “close the deal” double-entendre that is a distraction from the real task of explaining how you need to expertly engage your customers. See. That’s the [...]
Engaging Your Customer Begins Before the First Contact
August 1st, 2010Many businesses, organizations and professional sales people believe the first contact is where the engagement between the potential customer (a.k.a. prospect) begins and this may be why 30% to 70% of all sales targets are [...]
Capturing a Vision of 2010
July 31st, 2010Your sales results are the result of what you believe and how you act on those beliefs. At the halfway point of this year, let’s do some checking in.
2009 and 2010 are the Future
July 28th, 20102009 and 2010 have been very different depending on the industry your in. The future will be very similar and sales people will do well to learn to watch the winds of change for their customers.
Who wants to forget 2009? – Not Me!
July 11th, 20102010 has certainly started off as a better year than 2009, but the scars and the holes left by 2009 will not be erased or made forgotten by a few good months. It is always [...]
Introspection, Nonsense, and Hoping for More.
July 9th, 2010Since when did sales come down to the fine art of improving your quarterly performance? To improving your quota by that 4% margin of victory. Since when did we start looking back (on the worst [...]
The Rearview Mirror of Sales
July 2nd, 2010The first six(6) months of 2010 are gone never to return. Maybe some of you right now are wiping your hand across your forward muttering some beneficial or not so beneficial words under your breath. [...]
Wasn’t This Supposed To Be About Metaphors In Sales?
June 30th, 2010I’m sitting in my office, it’s 6:15 PM, PDT, June 30th and I’m stumped. For those of you that don’t know the inner workings of the team that writes articles for Sales Bloggers Union, each [...]
Sales Is Like…
June 15th, 2010
“Can I Tell You a Story?”
June 8th, 2010
How Sales Metaphors Carry Over The Message
June 1st, 2010
