Call to Confirm

Call to confirm appointments. A small but important detail, and a (simple) habit worth adopting, is to confirm your appointments the day prior. The message can be as simple as a one-line email mentioning that you’re looking forward to the conversation. Or simply shoot over a revised copy of the agenda or some advanced reading …

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Sales Fundamentals: Cards and Letters

It turns out that vinyl records aren’t dead. In fact, they seem to be making a vigorous comeback. Want to guess what else isn’t going away? Paper. Paper consumption in the United States for the last twenty years has increased from 92 million tons to 208 million, a growth of 126%. (At the same time, …

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Sales Fundamentals: Old Dogs & New Tricks

It’s funny what you remember. When I was a kid, one day my father brought home a set of cassette tapes. They were sort of a motivational program on creativity by a guy named Mike Vance. To give you some background, Vance’s job was to energize and activate creativity at Walt Disney and, later on, …

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Keep in Touch

This is particularly for the remote sales professional. If you’re not in the main office, chances are you work from home. You’ve cordoned off a room or the attic or wherever, and that’s where you ply your trade. (Mine’s in the basement now, and formally referred to as The Nerve Center.) In this environment, it’s …

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Sales Presentations

Disaster may await, but (at least in my experience), it’s incredibly rare that a roomful of people want to see your sales presentation fail miserably. They may be skeptical, they may prefer another vendor (or the status quo), or they may just want to get to lunch or back to their desk. In reality, people …

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In Front of the Camera

Here’s a quick tip. Whenever practical, turn your scheduled conference calls and demos into video calls. The advantages are innumerable, but here are a few: Engagement – You see them. They see you. Which means they have to pay attention, and it means you have to pay attention. You can’t check email or surf the …

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Selling by Walking Around

One of the seminal business books of the 1980’s, In Search of Excellence by Tom Peters and Robert Waterman, (kudos to you if you’re too young to know of it) explained the importance of ‘managing by walking around.’ The idea was that you learned things, absorbed the culture, uncovered problems and opportunities, and understood how …

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Compressing Time

Imagine the arc of a complex sales process and the time span it occupies. Now think about compressing time. Make that time span smaller, shorter, and more dense. From the identification (or even better, the creation) of buyer interest to the point where a purchasing decision is finally made, there are any number of events …

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