What can we learn from a beer vendor?

What can we learn from a beer vendor?

When I ask sales executives what their competitive advantage is I typically get a response that is directly related to the product or service they represent. In other words, someone who is a sales exec for IBM would proceed to tell me that partnering with IBM offers a...
Sales is not easy, but the formula is simple

Sales is not easy, but the formula is simple

I would never say that to be successful long-term in professional sales is easy. What I would say, however, is that the formula is easy. The question then becomes: Do you have the intestinal fortitude to continually execute a simple formula? And can you continue to...
How to guarantee a crappy sales call

How to guarantee a crappy sales call

I assume you are not actually looking for this advice, but I’m using this topic to get your attention because we have all probably been a little guilty in this area. The area I am talking about is preparation. So, if you want to make a totally unproductive sales call,...
Sell the experience – not the product

Sell the experience – not the product

  In my humble opinion, as professional salespeople, many times we focus all of our energy on the technical benefits of our product, how we compare to the competition, and the cost-benefit analysis. The technical aspects and cost are certainly critical to the...
What is the goal of your initial sales call?

What is the goal of your initial sales call?

Is it to convince your prospects that you have the best solution to their problem? Is it to attempt to kill the competition? Perhaps it’s to make sure you get through your entire PowerPoint presentation. Or maybe you want to make it clear that your company is the...