The Competitive Advantage
August 11, 2020
I struck a nerve last week.
The article I wrote – ‘Why full-time sales reps fail in our industry’ – was one of the most widely-read articles that I’ve written in the past 8 years. It also generated a lot of engagement and comments on LinkedIn.
But there’s more to the topic than was covered last week. So, this week, I want to talk about a couple of common sales tactics that – in most cases – are executed very poorly in our industry. And why that happens.Continue Reading
July 14, 2020
I signed-up a new client last week. Pretty excited about it, too. And it only took 2 years to make it happen! :-0
Do you have clients and prospects that are slow to respond? OK, maybe not 2-years-slow – and that was certainly an anomaly for us – but waiting to hear over a period of weeks, or even months, can be very challenging and incredibly frustrating.Continue Reading
June 23, 2020
True story: My first job after college was as a sales rep for the DuPont Company. While much of the 3-month training program was technical in nature, we also spent a good deal of time developing our selling skills. And on one particular day, we were tasked with doing some role playing (and it was to be videotaped!). My training scenario was that I was visiting a client (played by the Sales Trainer) who started complaining vehemently about the terrible quality of our product. After 30 seconds of being berated by the client and trying to respond appropriately, I just froze up, looked at the camera and said, “Help me!”Continue Reading
May 4, 2020
8 Keys for Effective Sales Management
I was chatting with an industry colleague this past week and he mentioned he had just repositioned two of his Project Managers into Business Development roles… one as an account manager and one to go after new business.
And then he said something that really surprised me and even made me smile. He said, “This process has made me realize that I’m no sales manager!”
Wow! He is literally the first person in Market Research I have met who has said that. Out loud. Don’t get me wrong… there are a ton of really bad sales managers in our industry – he’s just the first one to admit it.Continue Reading
January 28, 2020
I attended the Insights Association’s CEO Summit last week (by the way, if you run a business and have never been – put this event on your “must do” list!) and by far, the topic that generated the most audience engagement and questions was around sales commission plans.
So, for those of you who were not there, here are a few guidelines as you think about your seller-doer team…Continue Reading
December 23, 2019
Early last month, I published a blog post about ‘sales hacks’ for seller-doers. The feedback was so positive that I wanted to follow that article up with another one. So, to help you achieve your sales goals in 2020, here are five more easy sales hacks for you to employ next year…Continue Reading
December 3, 2019
Let me start with a few questions. As a seller-doer…
#1. Do you live in or near a fairly large city? [Everyone in NY, Chicago, Atlanta, LA and even in places like Nashville & Baltimore are putting their hands up in the air.]
#2. Do you have clients or potential clients (i.e. sales prospects) based nearby? [Most of the hands stay up.]
Final question. Have you visited any of those clients or prospects, in-person, in the past 3 months? [That sound you hear is all of the hands dropping.]
Why is that? Why would we not visit nearby “business opportunities” in-person?Continue Reading
November 12, 2019
Hey! All you seller-doers out there… how are your sales efforts going this year? Are you going to hit your 2019 sales goals?
If not, don’t be too surprised. Being a seller-doer is hard work. You try to serve two masters, but inevitably, the “doing” gets in the way of “selling”… which makes hitting those sales goals all the more difficult.
Maybe it’s time to try something new. To help you get started, here are 5 easy sales hacks to help you kick-start your selling efforts in 2020…Continue Reading