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Nature vs Nurture

Is sales a tal­ent, a learned skill? Or is it a genetic trait, one passed down within some DNA sub struc­ture? I now fully believe that is all about the breed­ing. If you are  a good sales per­son then chances are high that your father’s, father’s, father was out mak­ing quota sell­ing buggy whips or […]

Out of Air

Are you run­ning out of air or are you mis­read­ing the objec­tive….. Let’s say you’re on the beach, swim­ming just off shore. You notice a shiny object on the ocean floor. You go back to the beach, grab your snorkel and fins, and head back out. On the way out you see the tide com­ing in. […]

Cold Call into No Call

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 […]

Negotiation Bluff — Poker & Selling

Bluff­ing is the most excit­ing topic in poker. It is the art of win­ning with­out hav­ing the best hand. Wikipedia defines “a pure bluff, or stone-cold bluff, is a bet or raise with an infe­rior hand that has lit­tle or no chance of improv­ing. A player mak­ing a pure bluff believes he can win the pot […]

Time to get busy!

What have you done for me lately?   What??? Well it’s that time of year again and with the econ­omy the way it is, it’s been that time of year — all year. Kudos to the lead­ers that bagged the big one and prayers for the oth­ers that have them on the hook and are try­ing to […]

Promotion! Now What?

So, I wanted to fol­low up on Tuna’s last post (Achiev­ing Total Sales Con­scious­ness, 9/7/2009). Becom­ing a con­scious com­pe­tent and  the whole issue of self coach­ing  is a pretty inter­est­ing topic. How some­one moves through these stages, how man­agers are sup­posed to help guide their reports, and how, in the end, you are the only one […]

Funnel Evaporation

There’s a prospect I’d been call­ing on, for sev­eral months.   Their project has started and stopped sev­eral times this year, but this past month we were hot and heavy on the clos­ing trail. We’d agreed on final sys­tem con­fig­u­ra­tion, made arrange­ments for alter­na­tive financ­ing, and come to agree­ment on final pric­ing. Inter­face specs had been blessed by […]

Integrity & Promises

What’s in a promise? More and more we have to promise more and more.  Sell it , make that weekly nut, take a breath, and do it all over again, and again, and again. One of the most dif­fi­cult things to over­come is the del­i­cate bal­ance between integrity and accom­plish­ment. Those nomads in the land of […]

Achieving Total Sales Consciousness

I sell, there­fore I am. OK maybe it’s not really that deep.  How­ever, if you are now and want to con­tinue to be a suc­cess­ful sales per­son there are at least  5 truths as it relates to your per­sonal devel­op­ment Pro­fes­sional sales peo­ple must con­tin­u­ally learn and adapt. Fail­ure to change may mean that we lose  the […]

Hunting the P&L

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 […]

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