Got the Summertime Sales Blues?

We’ve officially entered what are sometimes referred to as “the dog days of August,” with the prime vacation weeks here in the U.S. I find summer, like the holiday season, to be fascinating from a business and sales perspective.  I hear frequently that “it’s slow out...

Are You Selling Like Everyone Else?

If you were to ask a person off the street what they think of salespeople, you would hear things like, “pushy,” “aggressive,” “dishonest,” “huckster,” and “talker,” among other descriptions, some not suitable for print. “How” you sell can be more important than “what”...

THE Biggest Challenge to Sales Success

It’s not your boss, the company you work for, your spouse, your mother, the economy, the weather, the President, or summertime. The biggest challenge is…you! The sooner you realize this, the sooner you can get better and start having more success in sales. And we can...

“Everyone Says That”

At my networking group a couple of weeks ago, Ann (name changed) told the group how she had been meeting with a prospect and the prospect said to her, “everyone says that.” I sat there thinking, “wow, what a great service the prospect provided to Ann. She actually...

What I Learned From Failing at Sales

I was failing miserably. Then came the dreaded PIP: a performance improvement plan that stated if I didn’t hit certain targets, I would be fired. Ouch. I was working hard but not getting the results the company required. And then everything changed. The top sales guy...

Never Quit: Smart or Dumb?

I frequently see posts on social media that echo the theme of “never quit.” Often it is a quote attributed to Winston Churchill who supposedly said, “never give up. Never, never, never give up.” Whenever I see this, I scratch my head. I do so because successful people...

What I Learned From My Trip to Europe

My wife and I recently visited London and Paris. Here are a few things I learned along the way that can be applied to sales and business: Have a tour guide. We visited Windsor Castle and hired a private tour guide. It made the visit immensely better. Tony was an...

March Sales Madness

March Sales Madness Here in the United States, the month of March is known as “March Madness” as the NCAA college basketball tournament takes place. There have been crazy upsets, last second shots made and incredible comebacks. It’s called March “Madness” for a...

Go Fish

Salespeople are often described as “Hunters” and “Farmers.” The role of a “farmer” in sales is typically to cultivate and grow existing accounts where as “hunters” are charged with finding new customers. As in life, mindset is all so important in sales. The thoughts...

Selling: Old and In the Way- Part 2

In my previous post, “Old and In the Way,” I discussed how, from the buyer’s perspective, the salesperson is more often a hindrance to the selling process- in the way- than helpful. And by “old” I mean the old school style of selling. In the post I listed some signs...