Author: Steve Keck
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For Sales, Yoda was wrong. TRY does Matter.
‘Try Not. Do or Do Not. There is no Try.’ An epic quote from a 3′ tall Jedi. A highly respected Jedi. But, for Sales, he is WRONG. Simply WRONG. From a process perspective, what you DO or DO NOT is an outcome of what you TRY.
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The Cost of Being UN-Thankful
REPUBLISHED from November 22, 2016 As we approach the final holiday season, is anyone else sick of being told to be Thankful? Or is it just me? We are up to our ears in Turkey-day. The Christmas ads are already pouring in. I can certainly feel some ‘Bah-Humbug’ brewing deep in my soul. We all…
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4 Key Sales Lessons: Enterprise B2B Sales and Selling Concessions
WE FRIGGIN’ CRUSHED IT!!! Selling concessions this last weekend at the regional wrestling tournament was a blast. Fabulous people, a good cause and, BONUS, a reminder of some core but crucial elements in Enterprise B2B Sales.
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Sales Forecast Spring Cleaning
‘When in doubt, throw it out.’ That’s been my closet cleaning mantra for 20+ years. A few well-tested guidelines: If I haven’t worn it in a year, off to Goodwill. If I ‘might fit in it again someday’, off to Goodwill. If it reminds me of Miami Vice, off to Goodwill. If I think my…
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The Secret Deal Killer in Sales
Save your tears for Sunday night and the Hallmark Channel. They’re no good here. I killed your deal. Deal with it. It’s true. Simple truth. And you never saw it coming. Who am I? I don’t show up on an organizational chart. I never hit payroll. I rarely pay attention to corporate dress codes. …
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Stop Asking the WRONG Questions
Remember playing the game of ‘20 questions’ when you were a kid? Very frustrating and fatiguing. Felt like torture. ‘Just tell me what the D*$& thing is!!!!’, You’d scream in frustration.
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Use “Little” Data to Grow Sales Productivity
‘How many times did you try it?’ I asked. ‘Three’ was the answer. ‘But it didn’t work well, so I stopped trying.’
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6 Attributes of Great Sales Performers
‘Profound knowledge being shared in a very simple and engaging way.” (Part 1 of a 7 part series on our inSPPECt methodology)