Category: Blog
-
-
-
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.
-
-
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…
-
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. …
-
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.
-
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.’
-
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)
-
Have YOU Mastered the 4 Cs of Sales?
I was leading a prospecting workshop, when I was hit with one of those “Silver Bullet” questions. A student asked, “Randy, net it out for me.. what do we REALLY need to be successful in sales?”