Category: Marketing

1232710 / 269 POSTS
The best sales are the ones where the need to negotiate never enters into the conversation. The reason negotiation is not a central part of closing the sale is because both parties trust each other. Sales is about investing in others to know whe ...
When I started  writing the book last year, in my head, I knew that I wanted to tell a story. The story about how I saw sales and its role in not just business but in society. I had a hunch that the stories and lines I have been using in my keyn ...
Do you know what your ICP is? Your ICP is your “ideal customer profile,” and it tells you which people you should spend time with. Your time is your most valuable resource. My new book, A Mind For Sales, talks about this issue. Becau ...
I see sales as the most fantastic position anyone can have.  Often, I struggle with what to call it because I don’t see it as a profession, I don’t see it as a job, I see it as a lifestyle.   We’re in the middle of a pandemic, and clearly these ...
It’s true that the world has changed in the last few weeks, but the answer is still yes, with two caveats. We cannot forget about the elephant in the room. Now more than ever, people need to talk and our most important job is to listen. Le ...
I am referring to actually seeing your customers, doing what I call CFT “customer facing time.” In sales, CFT is what matters. I talk a lot about this term in my new book, A Mind for Sales. Customer facing time is the amount of time ...
A few of my thoughts on being a sales leader during this period of disruption:If you’re over the age of 30, you have lived through 9/11, the financial crisis, Ebola, SARS, MERS, the “great recession” and many other events. During each and every ...
Just like everything else, sales has changed in the last couple of weeks.  The pandemic we are currently facing is challenging basic norms but one thing never changes, business is still about people connecting with people.  Sales is all ab ...
This past week has been one of the more difficult weeks for all of us. I have reached out to my kids who live in other states much more than normal.  My wife and I are spending time together without the consumption of stuff or doing, but just to ...
You’re in sales and it is your responsibility to own the customer. Yes, it’s a tall task but to own the customer means you’re the one that gets things rolling or as many would say, “close the sale.” I prefer to say, “open the sale” but we’ll s ...
1232710 / 269 POSTS