I watch salespeople lose deals all day long and the bad news is delivered by that sales rep’s “best friend ever” at the prospect company. Selling is about a lot of things, and relationships are only one sliver of it, and that sliver is shrinking.
Archive for December, 2011
Clichés can wreak havoc. In sales, especially, many clichés can cause damage in the hiring processes, the buying experience and the sales conversation. Here are three common ones that are dangerously wrong and drive me crazy: “Sales is all about relationships.” Maybe that was true when Larry Tate and Darren Stevens were drinking triples on the 1970′s show “Bewitched,” but not so much anymore. I watch salespeople lose deals all day long and the bad [...]
We have all read about people who are successful briefly. They win a gold medal, make a fortune, or star in one great movie and then disappear.…These examples do not inspire me! My focus and fascination is with people who seem to do well in many areas of life, and do it over and over through a lifetime. In entertainment, I think of Paul Newman and Bill Cosby. In business, I think of Ben and [...]
Siri is only the beginning. By drawing together a few recent insights about Google’s moves and Apple’s innovations, one might wonder if Google is afraid of falling behind its rival–for good. Steve Jobs, we now know, wanted to go “thermonuclear” on Google for perceived design thefts. Google, in the post-Jobs era, is doing nothing to cool the heated rivalry between the two firms. By drawing together a few recent insights about Google’s moves and Apple’s [...]
Religious are less explicit about key market, contribution and distinction, but clearly describe the organization’s purpose[3]. For example: “Peoples Church is called to proclaim the Gospel of Christ and the beliefs of the evangelical Christian faith, to maintain the worship of God, and to inspire in all persons a love for Christ, a passion for righteousness, and a consciousness of their duties to God and their fellow human beings. We pledge our lives to Christ [...]