Little white lies. Innocent omissions. Misrepresentations of your product’s or organization’s capabilities. Many of us in sales are practiced liars. By lying, I mean we tell someone something we know not to be true with the intention of misleading them. How many times a day do you indulge in such fibbing? And how do you justify it? Clinton Korver, CEO [...]
Written by Jan Visser on April 12, 2008
I generally like reading surveys that focus on the sales profession because it either teaches you something new or reconfirms a trend you already suspected. Either way - it gives you something to think about. PROFIT magazine and the Canadian Professional Sales Organization completed their poll of 445 owners and sales staff of firms with less [...]
Written by Kevin Sasser on April 8, 2008
People judge. Whether we like it or not, everyone does it. On a professional level, right or wrong, I judge people by how effectively they network. Is it just me or if you find someone on Linkedin with only 5 contacts and no profile information, you wonder how effective they really are in their jobs? A person lays [...]
Written by Paul McCord on March 17, 2008
A guest post by Paul McCord. Why in the world would I be reviewing a book that’s been on the market for more than 15 years? Why not stick with far more recently published items? Legitimate questions. I had read High Probability Selling by Jacques Werth a number of years ago and I had no intention of [...]
Written by Jan Visser on January 25, 2008
Paul McCord sums up 20 great sales resources - I wanted to point you to the list as some of these may be helpful for you as well. We’re proud to have made the list with SalesTeamTools and SalesMarks.com. SalesMarks lets you bookmark your favorite sales links, browse the ones that others have added, vote on [...]
Written by Brandon Hull on January 21, 2008
“What’s the single biggest change I have spotted in (the last) 30 months? The invasion of highbrow technology into the once low-tech world of small business.” So says business leader Harvey Mackay in last week’s column (here’s a link to his “best of” columns). He offers seven bullet-points for keeping a handle on the technology [...]
Written by Jan Visser on January 17, 2008
Penelope Trunk is one of my favorite bloggers. She runs Brazen Careerist, a site that provides career advice for a new generation of employees. Great quality content with a twist. In a post she wrote yesterday, she lists three things she has learned from the sales guys she’s met while traveling. Count how many times you interrupt [...]
Written by Kevin Sasser on January 17, 2008
Part of a series called “The One Thing I Did in 2007” - other posts here and here. “I changed my mind on you working remotely, I want you to move to New Jersey”. Those were the words of the President of the company I worked for, at the end of 2006. For a dyed-in-the-wool Southerner, such as [...]
Written by Jan Visser on January 16, 2008
David Bohl over at Dumb Little Man lists 20 qualities that can help make our lives more successful. Here are a few: Humility. Don’t lead a life thinking you are better than others or are superior to those around you. Modesty and humbleness will leave a far more ever lasting impact on people than trying to show [...]
Written by Brandon Hull on December 21, 2007
Some people live by the training materials their company gives them. What a shame. The best salespeople believe in continuing education. What titles are on your list of the best sales books out there? We’ll start the conversation and debate with an initial 10 books that you’ll find on this page. The page is continuously update - [...]
Written by Jan Visser on August 7, 2008
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