From the category archives:

Sales Management

Why Sales Organizations Rarely Grow.

December 18, 2009

I received a lot of feedback on my post encouraging you not to buy lead management software. That may sound a bit peculiar from a guy that earns his living selling lead management software. However, as I said, numbers don’t lie.
Chris Johnson, one of my favorite freelancers and sales cold callers, and I got into [...]

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Turning up the Heat! Motivating Your Sales Team

October 27, 2009

You learn the best lessons from the simplest experiences. Here’s mine…
Last night I crashed about 11:00 p.m., never even cracking my MacBook to take my typical final pulse for the evening.
I was exhausted. My work is a bit chaotic (my business is in a full scale client-led strategic shift because of our new Eavesdropper [...]

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GTD for Sales: Batch Processing Leads

October 21, 2009

Image by travisepoling via Flickr

I was an early follower of David Allen’s Getting Things Done (GTD) productivity philosophy. It immediately synced with my observations of what makes sales people productive. Allen’s techniques in personal productivity are most effective with busy people. Sales is a numbers game. Processing high volumes of opportunities–efficiently–makes GTD a bulls eye [...]

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Taking the Randomness Out of Your Sales Process

August 5, 2009

Image via Dark Matter

Skip Anderson’s piece on “The Random Sales Process” caught my eye. How true is this. Most sales people and organizations I encounter are on a long, meandering, and random walk towards a sales goal.
Is it a wonder many a sales quota is missed?
Take Out the Randomness
The biggest cause of randomness [...]

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Sales People are Assholes

July 29, 2009

“Have I got a deal for you…”
“What would make you buy today…”
“I have some aggressive pricing if you purchase before month end…”
“You want to call me back. I have an incredible opportunity…”
Why do sales people start conversations like this?
Pushy, Obnoxious, Aggressive, Narcissistic, Assholes–these are just a few of the cheery labels folks put on sales [...]

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Most Sales Management is Over Thought and Under Executed

July 27, 2009

Not sure who said this, but I think it is very appropriate to sales management: “The 70 percent solution is often good enough.” Often we fiddle so long with dreaming up perfection that we neglect to get started.
FranklinCovey and GTD have created a whole productivity industry (products and services) banking on that assumption.
Here is how [...]

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