Month: September 2014

What makes a sales person great?


NO FEAR.  Those who do not fear the truth, will find the truth.  The ability and willingness to uncover the truth will lead to more wins. If you can uncover the real pain, priorities and motivation for every opportunity, you will increase the amount of “truly qualified” opportunities and dramatically increase your closed win rate. Don’t be afraid

Why are you calling me?


I once had a sales rep call to sell me display ads. Fair enough but given that our site was BtoB we clearly were not a good fit for his service. So I asked him, “Why are you calling me?” He honestly didn’t have a good reason, other than “you were on my list to