Bad Sales

Every three months or so I receive a call from the same sales rep. He immediately launches in to a sales pitch without any regard to what my needs are, in this case I don’t need what he sells. Yet he hasn’t bothered to ask me any questions that would properly qualify me as a…

What if you could marry new world selling(sales 2.0/social media) with traditional sales best practices and resources?

What if you could figure out how to leverage new world marketing and selling (sales 2.0/web 2.0/social media) with traditional best practices sales processes? There is so much talk these days (aka-hype) surrounding the best way to engage and sell your customers. There are so many different things emerging at once that it can be…

Where is wisdom found?

Where do you find wisdom? Through a Google search? In a book? I conducted a Google search for wisdom because that is where most people these days try to find things. The top results listed wikipedia and several on-line dictionaries with the definition for the word wisdom.  I happen to like wikipedia’s definition of wisdom…

Strategic selling is like a complex symphony. And the conductor of the orchestra is the sales rep. There are various inflection points in a complex sales cycle and good sales reps understand when they need introduce the appropriate “instruments” within their arsenal (i.e., corporate resources, tools, customer references, etc.) to build to the crescendo and…