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Here’s something that can’t happen with virtual selling: your buyer can’t have Security throw you out of their building. Which is too bad. Those are great and painful learning experiences. I flushed a multi-million dollar opportunity with a prospect in the LA area because of a simple driving error. It was an account I’d been […]
At their core, salespeople only want to do one thing: sell. But while technology presents salespeople with new efficiencies and opportunities, it also comes with major challenges. CRM data needs to be kept clean, managers need access to the data they need to make intelligent decisions, and the right sales technology stack has to be […]
What are your sales principles? I love the following quote from Harrington Emerson, a renowned business theorist. “As to methods, there may be a million and then some, but principles are few. The man who grasps principles can successfully select his own methods. The man who tries methods, ignoring principles, is sure to have trouble.” […]
Experience is a great teacher. There’s a limit, however, to how much it can teach. Ben Franklin, one of the Founding Fathers, wrote, “Experience is a dear teacher, but fools will learn at no other.” Ben Jonson, the English playwright and poet who was a contemporary of Shakespeare, also chimed in on the subject. He […]
2 min read - August 10, 2020
What’s Your Sales Truth?
What’s your sales truth? You can’t spend a minute on LinkedIn or some sales forum without encountering people claiming to be the sole possessors of previously unknown sales secrets, sales truths and sales hacks that have the power to transform your life. What these “truths” have in common is that they all claim to provide […]
You work in cold calling driven sales long enough and you’re bound to hear it: that story about the salesperson who closed a six or seven figure deal from a cold call. In fact, I recently had dinner with a retired business to business (B2B) salesperson who had a stack of success stories that started […]
“Any fool can turn a blind eye but who knows what the ostrich sees in the sand.” Samuel Beckett. In school I was taught that ostriches buried their heads in the sand to avoid danger. It’s a great visual. But, it’s untrue. When ostriches encounter danger they can’t escape, they don’t bury their heads in […]
Sellers are learning to love metrics. You just have to be careful not to love them blindly. Let me give you an example. In any sales conversation with a buyer, such as a phone call. video call or in-person meeting, it is considered bad form if the salesperson monopolizes the conversation. Based on metrics about […]
Bestselling author Chris Voss has negotiated some of the most difficult deals in history. As a lead negotiator for the FBI, he found himself in more than a few life-and-death situations. From his career in the FBI to his transition to being a business consultant, Voss consistently used a tactic to gain a powerful edge […]
Sellers Need To Know The “Why” Behind The “How” Sales reps and sales managers would benefit from more sales education and less sales training. There is a vital difference between sales training and sales education. Sales training is all about the “how.” Sales education is about the “why.” Sales education provides the context and framework […]
It’s a common refrain from salespeople. And it’s one I hear from people who are on a crusade to change what they feel are the unfairly held negative stereotypes of salespeople. It’s a common topic that people applying to be a guest on my podcast (Sales Enablement with Andy Paul) want to talk about. Which […]
Podcasts are gaining in popularity, especially in the sales world. According to research done in the first quarter of 2020, there are well over 1,000,000 active podcasts on Apple Podcasts and over 30 million individual episodes. Furthermore, 75% of Americans are familiar with Podcasts, and half of them are podcast listeners. If the US population […]