Share Achieving success is never easy. It takes desire, discipline and skill, but this year more than any other is tougher because of the grinding economy – sales cycles are longer, buying budgets have been cut and customers may be more preoccupied with their own job security than buying what you are selling. This dip [...]
Salespeople Want Commissions, not ‘Community’
Share Social networks are getting so much attention these days, that CRM vendors are building features that support communities and information sharing. Oracle and Salesforce are leading the charge. Makes sense? Sales people are amongst the most social groups in many companies. But the adoption seems to be lagging and ITBusinessEdge noted, that “competitive salespeople [...]
Skill vs. Will
Share “Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan ‘Press On’ has solved and [...]
Don’t let your interests get in the way of client interests
Share Interesting post by Dave Kahle at SalesVantage.com (Beliefs That Limit a Salesperson’s Performance). He talks about thoughts and beliefs that prevent a sales person from being successful. While I think it would be commonly accepted that a salesperson must believe in their offering in order to effectively sell, he argues it is not necessary [...]
Luck, what luck?
Share “Luck is what happens when preparedness meets opportunity and opportunity is there all the time.” Earl Nightingale
Sales forums: A great way to learn
Share There are some great sales discussion forums on the net where sales professionals share their insight and experiences and post questions to the rest of the sales community. They are a great place to learn from your peers. Here are some interesting ones to check out. Sales Practice – a community of thousands of [...]
The art and science of sales: Understanding the art part (1)
Share We, like many others, claim that selling is both an art and a science. How so? When many people describe sales as an art, they imagine sales people shmoozing to develop social relationships that result in business (yeah, we wish!). For me, when I think of the ‘art’ in sales, I think of paintings [...]
Why do sales people get a bad rap?
Share I came across this article on the different styles of tech sales people (the tech sales styles, written by Lisa DiCarlo for ComputerWorld) and was reminded what a lot of buyers see when they are engaged by a sales person. Unfortunately it is not flattering. A sales person has to be extremely enthusiastic about [...]
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