Time to give thanks for being a sales guy.
Whether Sales is a pro­fes­sion or a trade, no mat­ter how the econ­omy twists and turns, some­body is going to need some­thing sold.  
It’s been that way since the begin­ning of time.  After the wheel was invented the next fel­low hired was a sales guy to get rid of the […]

Darn those pesky prospects, if it weren’t for them what a great job we would have.
To com­bat the prob­lem of too many sales leads, I have come up with a sure fire method of mak­ing sure no one returns your phone calls or replies to your emails.  I can absolutely guar­an­tee the results. 100% of your […]

As a great man once said: ”Shh! I’m hunt­ing wab­bits ‘cause it’s wab­bit sea­son.”
Granted we are all not great men like Elmer J. Fudd, Mil­lion­aire. But it is the start of a hunt­ing sea­son of sorts; P&L sea­son. It’s time to start hunt­ing for that elu­sive ani­mal that lives in all your accounts and […]

Recently, I took the fam­ily to the State Fair. One of the great things about the fair, besides the fried Twinkies and other 1,200 calo­rie per bite culi­nary treats, are the guys that hawk their wares. If you’ve never expe­ri­enced this, it’s like one big trade show for infomer­cial stuff.
These guys and gals have […]

No doubt about it the phone is your most valu­able tool.
It is the method of com­mu­ni­cat­ing with prospects and clients. When you think about it noth­ing hap­pens in most sales jobs with­out a phone call.   You can’t build your pipe with­out it and you cer­tainly can’t close with­out it.
What amazes me is how bad some sales people […]

I was in my sec­ond sales job (copiers) when my manger took her team to a Zig Zigler sem­i­nar.  At one point Zig drew this on his over­head projector:

“THIS!” he pro­claimed, “is THE secret to sales.”
As I stared at it try­ing to fig­ure what the hell it was, Zig said:
“Belly to Belly”.
Good one, Zig.  Makes sense, peo­ple buy […]

Fri­day after­noons is your best weapon
Yeah I know, we’re sales peo­ple. Part of the great things about our pro­fes­sion is the inher­ent free­dom – which includes the abil­ity to screw off on Fri­day after­noons.
This is so ingrained into our sales DNA that I know a few douch­bag sales man­agers that sched­ule team meet­ings on Fridays […]

We are sales­peo­ple with many years of sell­ing expe­ri­ence. We get up in the morn­ing pickup the bag and go to work We worry about stuff like quota, get­ting the kids through col­lege, and whether the execs in our com­pa­nies will screw up our gigs. We’ve had a few great years, a cou­ple of down years but most of our years are pretty darn good. On aver­age we make in 80th per­centile of most the peo­ple on the planet. (Which isn’t near as much as you’d think)