Ghost in the Machine
Salespeople go crazy when a great prospect stops responding to calls and e-mails. This happens to just about everybody, but why? The causes of[…]
It’s Alive! Or is it?
Expert A: Prevailing wisdom on sales is full of contradictions Expert B: No it’s not
META Sales: Most Effective Tactics Available
Industry researchers estimate salespeople in the information technology field win about 22% of their proposals for new logos. Best-in-class organizations win over 50%[…]
The Myth of the Quick Tip
Be grateful sales is so hard. That’s why it pays so well. Unfortunately, too many gurus and know-it-alls try to make it sound[…]
Take the “Road Less Stupid”
Sorry, Robert Frost fans. I’m not taking the road less traveled in 2024, I’m taking the road less stupid. How so?
Wanted: a Brain, a Plan & a Clue
How many candidates do you want to interview for one open position? Is 10 too few? 100 too many? Try rethinking your candidate[…]
Use “The Liking Principle” to Present Pricing
The first principle of persuasion, “liking,” is based on the idea that people prefer to work with those they like. How can you[…]
Verbal Ping Pong
Who are your best customers or clients? Are they the ones with a flawless history, or did you ever encounter trouble so extreme that[…]
Are you Cycling or Golfing your Career?
“What is your favorite sales program or book?”, I ask every sales candidate I interview. I’m sad to hear the typical responses. How[…]
Three Surprising Truths about Tech Compensation
Every three or four years, I run a compensation survey on sellers of information technology. I do it because I can’t find industry-specific[…]