Category: Marketing

12342720 / 269 POSTS
Regardless of what’s happening around you, it is still your job to make things happen, to make sales, and to deliver the numbers.  We can’t change the world or what is happening around us, but we can change how we respond to what’s happe ...
Is this really the question you should be asking yourself?  You might have an issue closing more sales but is that really the right question you should be asking? The tendency with this question is to only look at your closing techniques and ho ...
Your customers are not bowling pins waiting to be knocked over, they are customers waiting for you to open up a relationship with them. Too often, salespeople see customers as nothing more than a barrier to blow through to earn their commission. Thi ...
I get asked this question far too often and it’s actually one of the main reasons why I wrote my new book, A Mind For Sales. Prospecting starts with your mindset and how you look at it. If you tell yourself you can’t, guess what you won& ...
Anyone can dream, many will plan, but few will actually do.  Which one are you?  A dream left unfulfilled will remain just that – a dream.  A plan left unworked will never be completed. It’s not about what you dream, nor what you ...
When Steve Jobs came out with the iPhone, did you think you needed it?  I sure didn’t. Be honest with yourself – did you think you needed a camera, a music player, a computer, and a phone all in the same device?  No, probably not. All of us &#8 ...
If business is a family, then marketing and sales are siblings forced to share the same bedroom. Both think the other one is always invading their space.  Both blame the other for missing socks and having shoes that smell. Both think the other one is ...
Guess what? Your customer is most likely not thinking what you’re thinking. A couple of months ago, I worked with a sales team on building a prospecting plan. The plan was to focus on old customers, prospects who had never been customers, and other l ...
It’s time to quit the game of sales blaming marketing and vice versa when things don’t go right. It’s a dumb argument, and doesn’t accomplish anything. I have sat in far too many meetings and heard way too many mindless arguments about wh ...
Instead of calling this the 5 selling fundamentals, maybe I should call it, “why Johnny can’t sell.”  I’ll forgo that phrase but I will say this: “danger ahead.”  If you do without the 5 selling fundamentals, you enter the danger zone of selling. Thi ...
12342720 / 269 POSTS