Mommas, let your babies grow up to be salespeople

By on August 6th, 2010 in Entrepreneurship, Sales Management
1 comment

Remember the old campy country song that warned Mommas to not grow up to be cowboys?  While I’m completely aware that the song was not intended to be taken seriously, but it of course promotes the professions of “doctors and lawyers and such”

While those are truly admiral professions, I have to say that I am not sure why salesmanship is not promoted more.  “Let ’em be doctors or salesmen or such” fits just fine.  (My apologies to all the VERY talented saleswomen that I work with – but salespeople was too many syllables, but don’t think that doesn’t mean that I don’t think mommas should push women into sales too.)

Mommas, let your babies grow up to be salespeople full post

(782 words, estimated 3:08 mins reading time)

Sometimes, its OK to be the grasshopper

By on August 4th, 2010 in Sales Management, Sales Strategy
No comments yet

I’ve been doing sales for startups for 20 years now.  In this time, I’ve learned quite a bit about how to make sales happen.  In particular, I’ve learned a lot about how NOT to do something, and also how to read situations well so that I can come to win-win solutions.

Sometimes, I’ve learned these lessons through failing and picking myself up again.

Other times, I’ve learned from talking to people more experienced than me.  My sales mentor has been an incredible resource to me.

Sometimes, its OK to be the grasshopper full post

(533 words, estimated 2:08 mins reading time)

Your Sales Manager is a TOOL

By on June 11th, 2010 in Sales Management, Sales Strategy
1 comment

There is a big difference between being a salesperson and being a person in sales. What actually makes you a salesperson instead of just a person in sales? You CLOSE deals.

A true salesperson does what needs to be done to get the deal done. Sometimes that means sweetening the offer. Sometimes it means dropping the price. Sometimes it means explaining the benefits better, or comparing yourself against the alternatives. But a good salesperson always figures out whats holding up a deal and then looks for ways to overcome that obstacle/objection and get the deal done.

Your Sales Manager is a TOOL full post

(789 words, estimated 3:09 mins reading time)

Sales Lessons from the Grand Bazaar

By on April 21st, 2010 in Entrepreneurship, Sales Strategy, Start-ups
1 comment

One of the nicest things about being in sales is getting to travel to interesting places that you probably wouldn’t go to normally.  In my career, I’ve seen nearly the entire US and several countries.  Last week, I got the opportunity to travel to Istanbul and it was an amazing experience.  I am very intriqued by historic sites, and in particular the events that shaped the world we live in today, but actually planning a trip to Turkey wasn’t high on my list.  My family would much rather travel to more relaxed and vacation sites that require less thinking.  And… as a salesperson that travels, we are often at the mercy of where our families want to go when we do get fun travel.

Sales Lessons from the Grand Bazaar full post

(1531 words, 1 image, estimated 6:07 mins reading time)

Don’t Declare Sales Victory Too Early

By on April 7th, 2010 in Compensation, Entrepreneurship, Sales Management, Start-ups
No comments yet

Sales is hard.

Anyone who has done sales in a start-up can attest to that fact.  Great salespeople make it look easy – or at least hide the struggle well from non-salespeople.   Once a great salesperson builds their pipeline, gets down their pitch and starts rolling with it, they can easily bring companies on the pipeline, and move them through, and can often do it with, what looks like, ease and finesse – and often with amazing predictability.

Don’t Declare Sales Victory Too Early full post

(912 words, 1 image, estimated 3:39 mins reading time)

The Murder Board

By on March 30th, 2010 in Entrepreneurship, Sales Management, Sales Strategy, Start-ups
1 comment

The essential but horrible sounding named murder board.  Every time I bring it up with a new person, I get confused stares – yet I think its an essential tool for both salespeople and entrepreneurs.

The Murder Board full post

(910 words, estimated 3:38 mins reading time)

Open Letter to anyone buying (or actually not buying) anything from a salesperson

By on March 17th, 2010 in Sales Strategy
1 comment

Dear Prospect,

Good salespeople build their entire career based on one of integrity.  We believe, that every step of the way, we should be open and honest with you about our product, about its limitations, about how and where we are better and worse than our competition.  We even try to be completely transparent and honest with you about our sales process so that we can start our relationship on the right footing.

Open Letter to anyone buying (or actually not buying) anything from a salesperson full post

(591 words, estimated 2:22 mins reading time)

Would you buy your own product that way?

By on March 2nd, 2010 in Sales Strategy
No comments yet

Everyone buys things… and everyone has opinions on where they like to buy, how they like to buy, and what makes them buy?  Why then… do so many companies forget these experiences when they plan out their own sales strategy and pricing models?

Would you buy your own product that way? full post

(1196 words, estimated 4:47 mins reading time)

Your start-up sales strategy must include an up-sell

By on December 10th, 2009 in Entrepreneurship, Sales Management, Sales Strategy, Start-ups
No comments yet

Up-selling, despite what some people believe, is not a sneaky or dishonest sales strategy.  In fact is is an essential strategy for start-ups.  I do, however, understand, how many people can see it this way.

At the bagel store near my house, a bagel costs $0.49.  Yet, order that bagel with $0.03 worth of butter, and the bagel is suddenly $1.69.  Why does the store do this?  Because its great to advertise bagels that cost only $0.49, but who comes into the store and only orders 1 bagel with nothing on it?  The upsell is the critical method of driving profit into the store.

Your start-up sales strategy must include an up-sell full post

(1026 words, estimated 4:06 mins reading time)

‘Tis the Season for Sandbagging

By on December 4th, 2009 in Compensation, Entrepreneurship, Sales Management, Start-ups
1 comment

Its worth repeating my post from last December about the December Sales Problem.

December is a hard sales month for companies for several reasons:  The month is really only 2.5 weeks long before your prospects shut down.  Budgets are often used up.  Vacations make it hard to get deals done.  Prospects are more focused on their Holiday party then they are on your solution, etc.  The list is long, and very intuitive why its hard to get sales done.  However, as I’ve posted before, December can actually be an amazing month for sales.

‘Tis the Season for Sandbagging full post

(615 words, estimated 2:28 mins reading time)

Close Bitnami banner
Bitnami