At least it’s not about selling your products or services. Can you sell your product or service in a 30-second pitch? Can you sell it in a one-page e-mail? I hope not. If you could your company wouldn’t need you. Prospecting is about selling the next step. It’s about selling time. I’ll go old school […]
In 2012, during one of John’s month-long globe-trotting sprints delivering the Filling The Funnel and Driving To Close training on-site, we realized we were at terminal velocity. The number of customers and sales teams we could work within a given year was maxed. What’s more, customers had started asking for additional ways to deliver and access […]
Updated August 23, 2019 Helpful links: Original LinkedIn post Webinar Survey responses — If you follow me on social you might have noticed a recent video I posted on Linkedin regarding my concern about the ‘bro culture’ creeping its way back into Sales. It obviously struck a nerve because it was the most popular post […]
I’m re-sharing this post from last year because I really want to highlight that Sales, when done right, is the best profession in the world. When done wrong, it’s the worst. Unfortunately, I’m starting to see a lot of old school bad sales (think Glenngary Glen Ross) come back into the mix today and it’s concerning […]
