Traditional selling methods using old phone and computer

Are You Still Selling Like It’s 1982?

Did you know closing ratios on deals that employ traditional selling methods (e.g., cold calls and direct mail) have not changed since the 1980s? Seriously. They’ve not budged at all since “Eye of the Tiger” was a hit song on the radio. And yet there are still salespeople and team leaders today—four decades later—who remain stubbornly fixated on this entirely outdated way of looking at sales.

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Businessman building a bridge via wooden blocks.

Build Bridges, Not Tunnels

It’s one of the biggest challenges you face with a new customer: scouting out the landscape of their organization and determining who the decision makers are (and aren’t).

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"Loyalty" in blocks

Loyalty Is an Inside Job, Too

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too.

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Sales manager providing ride-along coaching

Ride-Along Coaching: It’s Not What You Think

It’s incredibly frustrating. Ride-along coaching ought to be a powerful tool at the disposal of every leader in a sales-based organization today. But, many still don’t use it properly and their sellers—and sales—suffer the consequences.

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Hand holding lightbulb puzzle, illustrating idea of disciplined thinking.

Disciplined Thinking

It’s important to keep finding things to remain positive about while in a crisis. To that end, I’ve talked about why it’s important to keep moving during tough times. It is equally important, however, to safeguard the way you think. Never lose your ability to be objective, anticipate, and adapt to change.

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Ship and iceberg, highlighting idea of the unexpected.

Don’t Get Taken Down by the Unexpected

In every sales territory and in every organization, there's a hidden danger—one that has the potential to be lethal if left unchecked. It emerges only when "the unexpected" occurs. That's usually something big and potentially destabilizing. It could take the form of a sudden severe weather event, a change in management, a shift in organizational priorities in your client's company, or even a downturn in one or more sectors of the economy.

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Businessman writing loyalty

Loyalty Is Your Job, Not Theirs

“Buyers have changed and loyalty’s dead now. Customers don’t care about the relationship anymore!”  I’ve been hearing that whine a lot from sellers. Most recently, it was from a client of mine, saying: “I’ve been supplying my long-time customer with free donuts and baseball hats every month for the last 20 years and now they’ve suddenly moved to the competition!”

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Sales manager holding on a helicopter drone.

Are You a Helicopter Manager?

Helicoptering behaviour: it isn't just limited to parenting. It's a real problem in the workplace today. And it's especially damaging in sales organizations.

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Pencil and price list

Getting Pricing Wrong

Years ago, I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow. While I'd been invited to address their forum to talk about the sales process, what many of them really wanted to ask me about afterwards was where they fit in that process. Specifically: do CEOs need to get involved in selling, and if so, when?

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Sales leader looking at his daily schedule on his computer.

You Must Own Your Profession

“Follow every step of this bulletproof routine every day and you’re sure to become a high performer in sales.” That, my friend, is terrible advice. And yet that kind of guidance keeps getting spread around as though it’s the plain truth—when, in fact, it’s just…well…bull-sourced fertilizer!

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