Field Sales
How to Quickly Establish a Relationship with a Prospect
How do you quickly establish a relationship with a prospect? So you got the meeting. You’re in the door, but you quickly realize as you go through discovery that the decision maker has a completely polarized point of view. You believe that they need to think completely differently about how to solve their problem and…
Read MoreWhat’s The Best Way to Establish a Relationship with a Prospect?
There are 5 things I have learned in 25 years of prospecting. Wait, I know, that’s only one thing every five years. Hear me out. I’ve learned more, but these seem not as obvious as others, like know your customers, which I did not when I made my first prospecting call in September 1993. Me:…
Read MoreAssessing the Sales Strategy of a Large Organization: Step 1: Redefine Capabilities
Step 1: Redefine Capabilities When you’re ready to assess the sales strategy of a large organization, here’s the first step: Simplify and quantify what you want to measure. An easy way to start? Think about how you would assess a golfer. Golf has four basic capabilities: Driving the ball off the tee Hitting irons Chipping…
Read MoreTrying to Assess the Sales Strategy Effectiveness of a Large Organization?
When you’re trying to assess the sales strategy effectiveness of a large organization, your first goal should be this: to understand the needs of the sales organization and build the perfect training program. But getting an accurate pulse on a large sales organization isn’t easy. It’s like getting input from 500 people about an upcoming…
Read MoreNo One Is Interested In Your Photo Album
I have a friend who is loved by everyone. Let’s call him Bob. He will probably read this blog (that’s the kind of friend he is), and I don’t want him to get a big head (or offend my other two friends). I’ve seriously never met anyone who has an unkind word to say about…
Read MoreWho Said “No”?
I hate the phrase, “Never take no for an answer.” It’s a sales philosophy that confirms the decision-maker’s preconceived notion that sales reps are pushy, arrogant, and self-centered. But here’s what I do agree with: never accept no from someone who can’t say yes. That’s not original with me but I like the sentiment. I…
Read MoreWhat Do You Really Want?
It’s a good question. Some of us have an easy answer while others of us struggle quite a bit to describe what we really desire. Either way, the answer to that question is usually the prevailing theme of our day whether you’re at work, dinner, or even on vacation. If you’re like me you constantly…
Read MoreThe Element Of Surprise
I enjoy comedy. Of course, I have my own preferences when it comes to “good comedy.” For late night, I’m a Jimmy Kimmel guy with Conan and Fallon close seconds. Sitcoms – it will be hard to ever top Seinfeld. That said – last week’s end to The Office was a special moment for this…
Read MoreWhat I Learned From A Golf Pro
In the last 15 years of working with sales coaches I consistently see a fundamental gap in their coaching process – a step so critical to change, that if you skip it, your coaching investment will yield little to no results. This was brought to mind when I recently signed up for a personal coaching…
Read MoreDrop The Rope To Make The Sale
I have a couple of calls on my calendar today – they couldn’t be more different. In one of the calls I am in the role of the seller. I have a solution that I truly believe would be extremely beneficial to the “buyer.” I’ve reached out to him a couple of times and he…
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