The Best Sales Books Ever!

Well, may be not the best books ever but at least I got your attention. These are the sales books I actually finished reading and for good reason because they rock! “Believe me” you won’t be disappointed.   Selling the Wheel by Jeff Cox, Howard Stevens By far the most enjoyable sales book I have ever read.

Red Zone Selling – How to score more than your opponent

Closing a deal is a lot like scoring touchdowns. With the right players, plays & execution you’ll score more than your opponent, but not every possession turns into a score and not every opportunity closes. The key is to have a plan, a process & execute. I would like to introduce you to “Red Zone Selling”

Biggest Impact on Deal Movement?

  The simple truth is that a Meaningful Conversation has the biggest impact on deal movement. For the context of this post a Meaningful Conversation is a two-way dialog that has an OUTCOME. These are the conversations that keep the opportunity fluid and on track through out the sales process. This can be a call, an in-person meeting, video conference or

FUD selling and how Donald Trump mastered the tactic!

Fear, Uncertainty and Doubt better known as “FUD” FUD has been around as a selling tactic dating back to the early 20th century. Sales people use it as a tactic to persuade buyers to choose their product over the competition. This was a favorite of IBM sellers for years and may still be. Remember the

Startup Sales Dilemma: Why do a POC?

In order to get commitments from your first paying customers you will inevitably have to do a pilot or what is commonly known as a “proof of concept” (POC). Don’t fight it, it comes with the territory in startup sales. This is especially true if you’re a ground breaking solution with no other competitors. Enterprises

Time is the enemy

When it comes to getting a deal done time is typically against you. Every minute, hour, day, week and month that goes by without agreement the odds start going against you. Momentum is critical in closing a deal. So how do you keep momentum on your side while closing in a timely manner? Simple steps

The Startup Founder’s Dilemma – Getting Customer References!

This is the third post in this series.  The customer reference is extremely valuable as you go to market. You’ll need customers early on to help build your creditability and validate your solution. Not having customers to reference will turn away some prospects that are not early adopters or are less prone to go with early stage

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

The Startup Founder’s Dilemma – When to hire your first VPS?

This is the second post in this series. The first post is The Startup Founder’s Dilemma – How to scale sales?  As stated in that post, before considering hiring your first Vice President of Sales (VPS) you would have hired 2-4 sales reps, began growing recurring revenue and the founder(s) would be acting as the head of