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Posted under Sales
from http://thesalesblog.com 80 days ago

Much of the time what people perceive to be micro-management is really macro-management. Their manager is trying to produce the big, important outcomes, but because those outcomes aren’t being achieved, they have to ask about activity. The post Macro Management and Micro Management – Episode 33 appeared first on The ...

Posted under Sales
from http://thesalesblog.com 80 days ago

We love fads. We love to love the new thing. We want to know what comes next. For a lot of people, sales is a fashion business. You always need something new to sell. Because something has garnered enough attention to make it a fad does not mean that it ...

Posted under Sales
from http://thesalesblog.com 81 days ago

You don’t have time not to prospect. Prospecting isn’t ever going to be something urgent enough to capture your attention until is too late for prospecting to be of any use to you. Once you fall behind, it’s impossibly difficult to catch up because you can’t do anything about the ...

Posted under Sales
from http://thesalesblog.com 82 days ago

If your dream client could produce the results they need without you, they’d already be producing those results. The post If Your Dream Client Could Produce the Results They Need Without You – Episode 32 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 82 days ago

Sometimes what your prospective client says isn’t the whole truth. When a prospective client says they are being “nickeled and dimed” by your competitor, it often means that your competitor is charging them appropriately for what they want. You know that sometimes giving your client what they want also requires ...

Posted under Sales
from http://thesalesblog.com 82 days ago

I am continually asked for my opinion and thoughts on The Challenger Sale by Matt Dixon and Brent Adamson. The book is one of the most important books on sales in the last 20 years, and it speaks to the truth that you need to create economic value if you ...

Posted under Sales
from http://thesalesblog.com 83 days ago

The first post I wrote in defense of cold calling was July 17, 2009. If that post was a child, it would be in 1st grade right now. It’s closing in on its 6th birthday. The post was titled “The Anti-Cold Calling Crowd Are Charlatans. Period.” That post is as ...

Posted under Sales
from http://thesalesblog.com 84 days ago

If taking action and not taking action may both result in a negative outcome, you are better off taking action. The post Action Is Better Than No Action – Episode 28 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 84 days ago

Last week I did a private webinar on Me Management. Me Management is different than Time Management. Time ticks away relentlessly, no matter what you do. The only thing you control is what you do between the ticks on the clock. You are what you have to manage. Here are ...

Posted under Sales
from http://thesalesblog.com 84 days ago

Some people go to work, but they don’t do any real work. You have to go to work to work, which means doing what’s most important every day. The post Go to Work to Work – Episode 27 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 85 days ago

I started this series for my three children. There are ideas here that I want them to know. One thing is true: the little things really are the big things. These things, more honored in the breach, are big things. Be Respectful of Others: Be respectful of other people. Don’t ...

Posted under Sales
from http://thesalesblog.com 86 days ago

Not enough people understand that selling is about creating a preference for you, your company, and your solution. This is what you are supposed to be doing when you are selling. The post Creating a Preference for You and Your Solution – Episode 26 appeared first on The Sales Blog.

Posted under Sales
from http://thesalesblog.com 86 days ago

Stephen Covey wrote one of my all-time favorite books, The Seven Habits of Highly Effective People. In this book, one of Covey’s seven habits was to Begin with the End in Mind. To do this, you think oaf the future result you want and work backwards from there. Sound and ...

Posted under Sales
from http://thesalesblog.com 87 days ago

In 2015, over 2,400 people attended the first ever Virtual Sales Kickoff. In 2016, that number more than doubled, with 5,400 people attending and 4,600 more watching the replay. This is your invitation to the 2017 Virtual Sales Kickoff. Sign up at www.virtualsaleskickoff.com. The post An Invitation to the 2017 ...

Posted under Sales
from http://thesalesblog.com 87 days ago

These are 10 qualities that I admire in other people. They are in order or priority, although that order can change from day-to-day, as circumstances dictate. Compassion: Compassion isn’t the same thing as empathy. It’s more than understanding someone else’s feelings. Compassion is selfless caring for another. Compassion requires action. ...

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