One of the questions I am most frequently asked is how can you tell who is going to make a great salesperson? How can you tell? What are the characteristics to look for in a person that will indicate that this person is bound for greatness in sales? What are you going to look for […]
Selling Against Price
I hate this subject. I don’t hate it because I’m scared of it, but rather because it reminds be that most of our customers pride themselves on their ability to find the cheapest products in the world to put into their products, which they also claim are the best in the world. How exactly […]
Never Forget That It’s People That Buy Your Stuff!
I know we sell technology, and technology is based on facts, on data, and on physics. That is all true, more than true actually. So being technical, and many of us being engineers or operations people (not me), we tend to want to deal in facts, the black and white of reality, that’s where we […]
It’s Only Common Sense: Selling Against the Big Guys
There has for some time now been and ever growing gap in annual revenue numbers between the large international board shops and the smaller local board shops. While most of the smaller North American shops are in the under $50 million-a-year revenue range, the big guys are now hovering around the billion-dollar range-a-year range. There […]
The All Powerful Referral!
Someone talking about how good you are is so much more powerful than you saying how good you are. A customer praising your product, is so much more credible than you telling people you have great products. And, a customer going on and on about your extremely great service will help you grow your business […]
Don’t Burn Those Bridges! (Ten Rules to Live By)
In sales and in life for that matter you are only as good as the people you know, work with and are friends with. You are only as strong as your affiliations. You have to know and be willing to work with everyone if you are going to be successful life. So with that […]
People Don’t Like To Be Sold, They Like To Buy
I just finished reading Jeffrey Gitomer’s The Sales Manifesto, and I loved it. In fact, I was so inspired by the book that I read it twice. Not only that, I just ordered a box full of copies to give out to some of my clients’ salespeople. This little red book is so powerful that […]
Getting Your Sales Momentum Back
A short plan to get things kick- started when your sales are stuck in neutral So your sales are down right now. Your numbers are in the gutter and no matter what you do you can’t seem to get anything going. You’re beating on your outside sales team and they are doing everything they can […]
It’s Time To Globalize!
The world is getting flatter every year, month, week, day and even by the hour, as we get closer to one another and like water seek ways to touch one another and do business. This, from some of the world’s leading economists: no matter what politicians try to do they can only at best re-channel […]
Creating A Customer Purposed Company
Be honest now when was the last time you sat around with your team talking about how you can produce better products and services for your customers? I mean doing things better, making the customers experience extraordinary and putting the “wow” factor in your products. I would guess never. We are all so busy just […]