I understand why e-mail has taken over as the main form of communication and why many inside sales organizations sound more like touch-typing classes rather than a Boiler Rooms. Many execs don’t even have desk phones anymore and if they do they haven’t checked their voice mails in weeks. You can also take your time […]
Your help to improve the profession of Sales There are over 4000 colleges in the US and you can only get your degree in Sales in less than 40 of them and you can only Major in Sales in less than 15 of them. You can see the ones that do offer a Sales education […]
Most of you who follow me know that Salesforce.com is my largest clients and the majority of my clients are in the SaaS industry. With that, Dreamforce is obviously the biggest event of the year for me and where I can connect with a ton of my prospects and clients face to face. This year […]
There are a lot of things you need to be successful in Sales: strong worth ethic, solid product knowledge, good communication, coordination and people skills, creativity, etc. However, I think there is one that is the most critical by far – a genuine belief in what you do/sell. Sales is the hardest job there is. […]
I think the majority of the issues and aggravations we face can be addressed by effective expectation setting. Think about how many problems arise when expectations aren’t set correctly. If you leave the house for work without watching the news and didn’t realize there was an accident that was going to make the commute 2x […]
