I’m going to pick on Avis for a minute here but only because of a recent experience and how they represent what I see as a growing trend in business today. Remember Avis’ slogan “We Try Harder”? It was in response to Hertz who was (and still) is the #1 Car Rental company in the […]
Category: General Sales
The myth of multi-tasking
I always thought being great at multi-tasking was an essential part of being successful in Sales. At a high level it is true, you have to be able to do a lot of different things and do most of them well to be successful. The problem is when trying to execute those two don’t usually […]
Training yourself to get better every day in Sales
Since there are limited formal college degrees or education in Sales (check out www.salesleadershipcenter.com for the list) it is incumbent on us as Sales professionals to find ways to improve our skills on a consistent basis. Some of our education comes from books, seminars, and training courses which all have their own value (some more […]
Results from sales training are what matter most
Some trainings talk theory, others get results. Check this blog post from a CEO who got an e-mail from a rep who used the techniques we trained him on. Awesome! […]
Putting things in perspective
If you haven’t noticed yet by meeting me or seeing the image on the front page of my web site I’m a proud Bostonian true and through. Patriots Day is Boston’s day. We take time to celebrate the pride and determination that made (and makes) this country and this city so great. The Boston Marathon […]
When it rains it pours
Have you ever noticed that when it rains it pours in Sales? When things are going well everything seems to fall in line and when things aren’t they all seem to fall apart. Sales is about momentum. We need to do everything we can to get and stay on the positive side of that momentum […]
Stop complaining
Few things are more frustrating than people who constantly come up with problems but never come up with solutions. You know the type, they’re the ones who are always complaining about everything – change in commission plans, bad territories, bad economy, the customer is an idiot, the competition screwed them, their product’s price is too […]
Make time to think
As sales professionals with quotas, prospects, clients, meetings, admin work, follow up activities and so on, we rarely get a chance (or take the chance) to stop and think about what we’re doing. If we did we’d realize some of what we’re doing could be done a lot better and some shouldn’t be done at […]
CATCHING YOR SALES GROOVE
Have you ever seen the movie Tommy Boy? If not go see it. If it’s been a while – see it again. It’s one of the best sales movies of all time. There’s a scene in Tommy Boy that stands out and highlights what I call “catching your sales groove.” Here’s the scene: [vimeo]http://vimeo.com/13574927[/vimeo] It’s […]
WILL SOMEONE PLEASE CLOSE ME?!?!?!
I’m here at Salesforce.com’s Dreamforce walking the trade show floor and noticing for the first time (since it’s been a while since I’ve been to a trade show) how ineffective most sales reps are who work the booths. I’m here not only for networking and business development purposes but I’m also evaluating different learning platforms […]
