View of a Former Buyer

By Doug Ferreira

Episode 1 - Sellers

There are thousands, probably 100’s of thousands, of sales trainers walking our wonderful planet at this given moment. Certainly, a large number of us have had a point in time in which we “carried a bag,” some for many years, others maybe for only a brief moment. Many agree that while not a hard prerequisite, having “pounded the pavement” in one’s past gives the sales trainer a unique point of view and some credibility while in front of a bunch of seasoned sales pros.

Continue Reading

The Love and War of Generational Selling

By David Szen

How can you equip your sales force to sell across generations? Here is your field-tested cheat sheet.

Continue Reading

First Job…Sales?

By Warren Shiver

There’s a great article in the New York Times today where the author, Bryan Burkhart, reflects on his first job out of college and pulls together a “not-to-do” list for recent college graduates. It demonstrates the maturity and ability to reflect that only experience and middle age can bring. One of my favorite parts is where he recounts the comparative success of one of his peers who, “was driven to acquire customers for Trilogy, understanding that revenue was the lifeblood of a fast-growing start-up. At the time, I could not have been less impressed with that role”.

Continue Reading

Staying Top of Mind Unfortunately Isn’t Always Top of Mind

By Joni Santos

I’ve been “courted” recently by a company trying to win my business. After repeated attempts to contact me, I finally acquiesced and responded to an email… only because I had a very specific need at that moment, and I suspected they could help. Once we talked and I learned more about their capabilities, I actually became excited about working with them on my upcoming project. Unfortunately, their capabilities did not include follow-up skills, because although my contact indicated he would get back to me with additional options, he never did.

Continue Reading

How Do You Know Your Sales Process is Working?

By Warren Shiver

If you want to understand your sales process, start by asking why you’re winning or losing your deals. This simple question can uncover a whole host of misalignments -- and misalignments are what plague the sale process in most companies. For example, ask your sales team the number one reason they lost deals, and they’ll likely say price.

Continue Reading

Deciphering the Cultural Divide Between Selling and Delivering

By Michael Taylor

In my former interactive agency we had several very different cultures under one roof: Salespeople, Strategist, and those responsible for delivery. Because our projects tended to be very complex we leaned heavily on the strength of our project managers to deliver what was promised on time and on budget.

I always felt like our great project managers were the equivalent of the computer system in a well-engineered car. They understand load capacity, timing, sequencing and a mind-boggling array of factors and conditions that need to be addressed to assure the project performs smoothly. Ironically these same instincts that are great for project management can neutralize the right environment to close a deal. Our best project managers usually tell me with no shame, “I don’t like to sell…at all.”

Why? Selling and influencing require very different mental skills and orientation. You do not have to look very deeply to see how different the scenes are that call each discipline forward, and how each scene requires different mental skills and orientation to be successful.

Continue Reading

Did you bring any knowledge or insight to the sales call?

By Warren Shiver

The SEC’s Challenger Sales research has generated a lot of discussion and in conversations w/ some colleagues and ex-colleagues in the sales effectiveness space the past couple of weeks, we have discussed how to build this type of skill across his team in a sustainable way, not just run another training event.

Continue Reading
New call-to-action
New Call-to-action
New Call-to-action