The single best article you’ll ever read about sales prospecting and Mark Birch gives you everything you need in what is deemed The Prospecting Manifesto.
“In looking for people to hire, you look for three qualities: integrity, intelligence, and energy. And if they don’t have the first, the other two will kill you.” Warren Buffett The phrase “Eight is Great” was a mantra for Wells Fargo from the CEO on down. The targets were daunting. Every customer was to have eight bank […]
“Thinking is the hardest work there is, which is probably the reason why so few engage in it.” – Henry Ford Do you play chess? I do and I am terrible at it. However it’s something I gravitate towards because it forces me think ahead. If you are only considering your next move, you miss out on the opportunities and […]
“Good writing is good conversation, only more so.” – Ernest Hemingway Not too long ago, my buddy John Barrow invited me onto his Facebook Live show to rap on a topic that was getting a lot of attention with his clients. Sales leaders were asking if he had any tips to help improve the writing acumen of […]
rafer: I’m a big fan of startups actually existing – not only becoming important enough to customers or users that you start to exist, but ALSO being important enough to your VCs that you continue to exist when things suck. If things are great, super, but I don’t build my plans around upmarkets. The trick […]
We are trained in sales to compete. Or more to the point, it is what is expected. The nature of business is competition; defeat your competitors and win the prize. It is a give and take world. The markets have no other way, it is a war, and there are distinct sides. War plays a significant role in the […]
One day, I stopped into a gas station convenience store on the way to a client meeting. I went to the front counter, found a pack of gum, and plopped it down on the counter. “How much?” I mumbled absently. The man at the register just stared at me. “Ah, how much for the pack of […]
Tell me if you have seen this scenario. You are in a small, scrappy startup that is grinding each and every day to eke out growth. Then a big enterprise company that likes what your startup is doing comes across and suggests you should work together. You’ve hit the jackpot! Here is a real company with a big […]
There are many endeavors in life that are obviously professions such as medicine, engineering, or journalism. Sales, however, would not be one of them. Sales is not a profession.
A little primer before we begin, Cambrian refers to an age in Earth’s history over 500 million years ago. The Explosion part refers to a period of extraordinary evolutionary change over a “short” 20-million-year time span that saw the emergence of a multitude of new life forms. In the same way that life on Earth […]
Sales is fun. At least I hope it is for you if you are in sales. No doubt that it can often be deflating and aggravating and stressful. For those of us that have chosen sales as our calling though, there is no better career to pursue. The one wrinkle in our love of sales […]