C.V. Presentation Guidelines

What readers of your C.V. want first is a "Summary of You", a clear and engaging Executive Summary that positions and differentiates you.  Here is...

The biggest challenge you’ll face on day one in your new sales role

When you start in a new sales role and begin to approach prospects you will quickly learn they don't seem that interested and are indifferent. Nobody cares and you don't seem to matter even though your new employer has break-through technology and products and is disrupting whole industries. 

Coaching the Sales Mind (Posts 1-5)

A weekly series of commentaries and insights for Sales Professionals who own critical growth goals for the company.  Don’t look for a sale. Look for...

Sales is hard. You can get depressed – or study probability.

Sales is the land of set-backs, emotionally called rejection.  A "good" day is 3 step backwards, and one step forward. A very good day,...

3 Types of deals. Only one you can influence …

You probably have a sales pipeline that has between 6 and 20 (at most 30) opportunities. Here's what's going to happen to that pipeline. 1...

Stop noticing the wrong signals

Listening is considered one of the great sales skills. You have to be a great listener -we're told. Do a survey of 10 salespeople who...

Track Outcomes first. Activity second.

As a sales manager, it's an easy trap to fall into. You encourage a high work rate and high levels of activity. All necessary...

Don’t look for a sale. Look for the buyer’s time.

The background music in the sales world is based on the "get the sale" tune. Just listen to what happens in the weekly sales...

There are a million ways to say No, that sound like Yes.

Prospects and buyers have it easy. They get to say "no" in a a million different ways that sound like yes. We salespeople are...

Train your prospects to work with a timetable

Selling is a poor word for what salespeople do. The word itself suggests pitching, convincing and closing.  This is a persuasion view of selling...