From the category archives:

Sales Management

What’s in My Sales Stack?

June 1, 2010

Image via Wikipedia Glance, one of the software tools in my Sales Stack, introduced a very interesting Sales 2.0 concept in their post on Building a Custom Sales 2.0 Toolkit. They framed it in the analogy of the more traditional software stack. My simple definition: the combination of multiple software to create a full-featured, consistent, [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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