It happens almost every summer. Families go on vacations. The client’s workforce decreases by 20%. Budgets are adjusted. Making your number for July and August is next to impossible. Though you have adjusted your personal workload during this time, the reality is that YOUR family wants to go on vacation and have that Honey-Do-List knocked out. Your kids are in sports and they expect you to make it to the games. All of these demands
Tell the truth. You’re not going to be able to meet the customers implementation requirements as you thought. Your product or service doesn’t deliver a particular feature that’s important to them. Your team screwed up and didn’t see the requirements and ended up coding the wrong thing. There was a defect in your production line. You missed a critical meeting because you forgot and didn’t look at your calendar. The package came late because you didn’t
The One Question To Get More Sales I get it, you get it, we all get it. In sales, we’re supposed to ask questions. Isn’t that what we’ve always been told for years? Nothing new right? But what if there was something “NEW.” What if the “NEW” was the type of questions we’re supposed to ask. What if the questions we’ve normally asked were the wrong questions? They are and they have been! There is a
YOU Are the CEO Hey CEO?! Yea you! Yes, I said CEO, What? You’re not the CEO? Ahh, you might want to check again. You are the CEO of a business of one. You see, unlike most other types of jobs, in sales we have a LOT of autonomy and therefore in essence we ARE the CEO of our sales territory. We get to pick when we make calls. We get to pick who we talk to. We get to
How do you know if your team is great or just average? How do you know if the product is getting stale? How do you know if you have the right people in the right roles? How do you know if you have the right candidate? How do you know if the market is moving away from you and your company? How do you identify problems, challenges or issues in your sales environment? _________________________________________ If
RFP’s suck! There you have it. The truth! You know it, I know it and everyone else knows it. They completely fucking suck and if my use of the f-bomb just offended you, then you’re prolly one of the very few who likes using them or doesn’t mind responding to them. Cause only a tight-ass with self-esteem issues is a fan of the RFP process. RFP’s are bureuacratic tools designed to fuck with sales people
You have an important account you’ve been managing for years. You’ve established a great relationship with your buyer and all of the stakeholders. You build a great account plan every year and execute it flawlessly. It’s been a fantastic partnership and one that’s produced year over year. However, in spite of the strength of the relationship and the consistency of the account, things seem to be different this year. You’ve noticed that revenue is starting to slip.