November 2019

Early Edition of Salesmuser Only a few selling weeks remain in 2019. The holidays are a fantastic time of the year but the stress to get your deals closed by yearend can deflect your attention. Whether you plan to spend the holidays with family, friends, helping others or even alone, make sure you are present. […]

Every firm has their sales rockstars, even firms with marginal products or services. Pareto’s Principle is proving itself yet again… except in this scenario, it’s only a fantasy of a company’s senior management that 20 percent of their sales staff would be sales rockstars. The actual ratio of these rare individuals is likely south of

“No” may be the most powerful word in sales. Saying no may also be the hardest thing to do in sales. For me, learning to sell happened one mistake at a time.  Most people want to please, and in fact, studies have proven our brains get a boost when we help others. Maybe this is

The excuses some salespeople use to explain away their lack of productivity are never-ending. Their unwillingness to do the dirty work of selling seems to be a reflection of their fear or insecurities. Some account executives (AEs) spend more time trying to acquit themselves of their responsibility than simply marching forward. Admitting failure sucks, but