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In the traditional sales role, a full pipeline of potential clients is essential to remain employed. Since the answer ‘no’ is far more frequent than ‘yes’, thought is to be given to how you can win the game and earn the sale. Winning refers to not only receiving commissions along with bonuses but also alleviating ...

This is my final article on salesperson fitness, with a note on the incredible Tom Brady. As we’ve discussed throughout this series, fitness isn’t just a matter of one’s body. There is also fitness of the mind, and (believe it or not) fitness of the spirit. Most importantly, these must all be addressed together, holistically, ...

It’s all about creating a customer base that is addicted to your organization. Addiction isn’t a casual interest or a take-it-or-leave it attitude. When customers are addicted to a particular organization they are “all in” as long as they continue to receive the value that converted them to raving fans in the first place. And ...

For people accustomed to a typically aggressive interruption style approaches, sales on social networking sites such as LinkedIn can be tricky. This is simply because online communities disdain overt commercial messages. I’ve taken the time, over the past several months, to collect some of the ineffective ways people have reached out to me through LinkedIn. ...

Landing an enterprise account is a big achievement. But the real significance of an enterprise account victory is the huge potential for growth.

Driving meaningful change requires meaningful measurement. However, too often the data that is needed to gauge success is limited or difficult to access. Moreover, escalating competition means more resources must be directed towards winning the sale rather than analyzing results. The solution: use the data that is available in a different way. In doing so, ...

You can’t blame today’s buyers for being a bit skeptical. A history of vendors making similar claims, over-promising and under-delivering could make a skeptic out of anyone! The courtroom is a great place to understand how to win over one of the most skeptical audiences in the world: jurors. Trial lawyers have been applying proven ...

Here is the next in my series on salesperson fitness. Sales ethics is the subject of many books, and the subject of chapters of yet other sales books. It’s something that many experts think every salesperson needs to worry themselves about. And so they should! But I don’t think they should worry themselves about it ...