Sales opportunities are every sales person’s focus. Without sales opportunities, there is no ecosystem for sales people. There’s a lesson to be learned from biology. This weekend, some undesirable intruders showed up in our garden: 2″ long, cigar-fat, ground-burrowing, cicada-killing wasps! If you live in an area invaded by cicadas, these are some highly-adapted insects… [Continue Reading]
Driving Sales Opportunities or Driving Away Sales?
When the Price Pitch Falls Short
We recently vacationed in Hawaii. We bought a mini-option on a timeshare a while back. It was one of those use it or lose it deals. So we used it. We knew part of the deal involved attending one of those sessions where corporate sales folks try to get you to go all-in and buy… [Continue Reading]
Bright Shiny Objects and Whiskers on Kittens
Having trouble staying focused on the task at hand due to all the opportunities your core competencies appear to entitle you to pursue? You are not alone. Even if your mature business or startup has generated a business plan, you feel the world is your potential oyster. Everyone can benefit from your product, platform or… [Continue Reading]
You talk. They think. Anyone listen?
This is not another post about why you need to shut up and listen. Not all of us talk all the time. Some of us tend to be quiet, because we are thinking. That’s how we process information. However, the quieter we become, the more you talk. Nature abhors a vacuum. And if you are… [Continue Reading]
Avoid Being Marginalized in Your Sales Role
Are you a sales person who avoids calling on manufacturing and technology-intensive companies full of engineers? Then you are limiting your sales potential. Because you feel the type of personalities in these companies make you feel stupid. I’m speaking to you in these two scenarios. Read on. Scenario 1: Business is getting harder and harder… [Continue Reading]
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