Great Sales Performers Are Made Not Born - Part 1

Great Sales Performers Are Made Not Born - Part 1

For most companies, the need for profitable revenue growth never stops. Unfortunately, the growth of salespeople does. As reported in Talent is Overrated by Geoff Colvin: “Extensive research in a  wide range of fields shows that many people not only fail to become outstandingly good at what they  do, no matter how many years they spend doing it, they frequently don’t even get any better than  they were when they started.”

Why You Need To Check Your Ego At The Door

Why You Need To Check Your Ego At The Door

We all have an ego, and that’s OK. There’s nothing wrong with having a healthy ego, in fact, it plays an important an important role in life. Essentially its role is to make sure our needs are met. The word ego can be traced back to 19th century Latin where it literally meant “I”.

Why Do We Hate Salespeople?

Why Do We Hate Salespeople?

We probably hate salespeople because we've all been burned before by one, and we're determined to never, ever let it happen again. And what's worse - given you are reading this blog post on a website that’s all about sales and selling - you are probably a salesperson yourself!

Google’s Secret to Hiring “Googley” People

Google’s Secret to Hiring “Googley” People

If you ask a recruiter at Google what they are looking for in a new hire, they will say “Googliness.” Best explained, “Googliness” is essentially a smart, collaborative, humble, optimistic, and not-afraid-to-be-goofy person. But how on earth can you identify these blend of traits in a pool of 75,000+ applicants per week?  

For Your Next Hire, Discriminate on Purpose. Here's Why.

For Your Next Hire, Discriminate on Purpose. Here's Why.

Work is a mess. Nearly 70% of people remain disengaged. People are leaving jobs sooner and sooner. Racial bias remains rampant. Despite new communication tools people are feeling isolated. Women continue to be missing in leadership.They are the same issues every year.

The Same But Different!

The Same But Different!

If you’re lucky enough to be the latest brand new shiny thing to hit the market you’ll be basking in the warm glow of uniqueness. And if your innovative new product or service offers terrific value to your customers, that they can’t get elsewhere, you’ll have an audience of eager customers willing to invest their dollars and welcome you into their businesses, at least for a little while.

Is Cold Calling Really Dead?

Is  Cold Calling Really Dead?

You may have heard a rumor that cold calling is history. I’m here to tell you it’s still very much alive. I know, because I get numerous cold calls at my office every day from people inviting me to webinars, offering me CRM tools, telling me about hiring techniques that get the best employees, and so on. The most interesting ones are from sales people who want to teach me to cold call more effectively! Not to mention the incessant calls I get at home from telemarketers. I don’t believe cold calling will ever go away.

Selling Has Changed. Have You?

Selling Has Changed. Have You?

Recently, I was asked to lead a day-long focus group discussion with technology buyers from Fortune 100 companies. There were two senior executives from each participating company. The topic we explored was how they felt about sales and sales professionals and what might be the ideal buying experience.