Selling
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The Art of Asking and Listening – Active Listening
In the Sales 101 book that I’ll eventually get around to writing, learning how to shut up may end up…
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Remain Aggressive
Be fearful when others are greedy. Be greedy when others are fearful." – Warren Buffet Every board meeting I’ve attended…
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Forecasting Sales in 2009
I’ve discussed how critical accurately forecasting sales is to a company’s success before. In short, I think that companies that…
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Bugs . . . They Eat Product Sales for Lunch
Sure, it’s theoretically possible to create bug-free high-tech products. That is, products that seem “bug-free” to the user when they: are used…
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Motivational Sales Incentives and How to Screw them Up
Incentives differ from rewards in that they are known up front. While a reward is granted to recognize an action…
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Buy the Customer Lunch – At His/Her Office
One of the greatest challenges in direct sales is having your customer commit time to listening to your pitch. Good…
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Understanding the Sales Mentality
One of the problems that many young companies and new CEOs encounter is dealing with the cultural differences between a company’s…
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Making the Best Out of Life’s Second Place Finishes
A friend and cohort at Carbon Design Systems, Scott Seaton, made the following comment on my post Selling – How…
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Why Free Trials are Rarely Actually Free
Dharmesh Shah, fellow member of Feedburner’s My Way network, has a terrific post titled Selling Software: Why Free Trials Aren’t on…
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Selling – How to Make the Best Out of a Second Place Finish
If you sell something – a product, a service, yourself, whatever – there are inevitably going to be times when…
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