B2B Selling Isn’t Black Magic

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in Sales Manager

Selling B2B products or services doesn’t involve any form of magic, black or any other colour. But it does require discipline and focus. There needs to be a process everybody understands, including the prospect. There needs to be attention to detail, with no stone unturned in the search for clarity. There must be teamwork – [...]

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The New Sales Manager’s 3 Brown Envelopes

Sales Stories

This new sales manager received the coaching he needed in the brown envelopes he found in his desk, on the first morning.  His predecessor had kindly passed on the advice he’d himself received from the guy who was there before. Advice for New Sales Managers is one of our Sales Stories from the Front Line, in [...]

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The Salesman and His Magic Pen

Sales Stories

This story about the salesman’s magic pen illustrates how the smallest detail, or idea, can make a big difference in any sale. It’s another in our Sales stories from the front line series – tales sales professionals tell in order to get their point across. Stories from the front line are counter intuitive and funny, [...]

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Selling to Sales People With War Stories

Sales Manager

How do sales people sell to other sales guys? You might think they get very technical, preening themselves with demonstrations of their intellect. You might think they brag about past achievements and future opportunities. In each case you’d be right, but mostly they sell using stories. Sometimes those stories are true and others they’re fiction. They’re [...]

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Two Words Made Him A Millionaire

Sales Stories

In every sale there’s more money to be made than the seller thinks. And yes, that means you and your deals. Here’s an interesting story which illustrates the point, but before we get into the tale, lets agree every sale is made at a point where buyer and seller agree to contract for a given [...]

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Selling From A Different Direction

Sales Stories

Are there times when you’d do better approaching sales from the other direction. Times when the prospect doesn’t seem to be listening, even though your value proposition should be exciting. Times when the customer won’t even think about something new. There’s an interesting story from way back which ranks at the top of sales manager [...]

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Make Your Sales Manager Happy

Sales Manager

Is there anything which makes the sales manager happy – apart from the usual sex drugs and rock and roll, that is? Sales Managers are mostly sharp tongued cynics with an attitude. They have to be. Few people get told the whole truth less often. They have to read between the lines and work with [...]

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What Do You Call A Salesman You Can Trust

Sales Coach

What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to buy stuff you don’t want. They get a commission when they can, and fired when they can’t. Like journalists they tell you what you want to hear, and not what [...]

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The CEO Close – What Is It. How To Use It

Sales Coach

Close the sale like your CEO would. This technique is friendly, fun and best of all functional – as in it works – unlike most of the tricks you’ll hear about. There’s a popular myth about Closing The Sale. In sales folklore, the ability to close deals is the superstar’s secret sauce. Somehow the superhero [...]

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The Wall Street Journal

Strategic Plans Lose Favor

Internet Enabled Business

And as if by magic, I’ve barely finished the previous post explaining you can stuff strategy, today everything is about tactics here’s a blog from a consultant saying the same thing. I wonder if Gartner clients are as confused as me? A very interesting article in today’s Wall St. Journal quoted several sources that clearly [...]

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