Articles: Sales Strategy

The Secret to Sales Year Success: Quarterly Sprints

I remember running my first half marathon. It looked a lot like a typical sales year. I charged out of the starting gate with 30,000 of my new best friends, lost steam midway through the race, considered quitting at mile ten, then sprinted through the finish line at the end, collapsing in exhaustion. Most of […]

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More Headcount Won’t Get You to Goal. Here’s What Will.

Need more sales? Hire more salespeople. That’s been that strategy for the past decade in sales organizations large and small. Throw bodies at a number. But now that strategy is broken. Why? Three reasons: 1. More headcount is too costly. With rising salaries and the rapidly accelerating expense of health insurance (and other benefits), increased […]

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The One Question NEVER to Ask in Sales 

It’s the one question never to ask in sales. Not that it’s a bad question. In its day I’m sure it was quite serviceable. Perhaps, even, insightful. But not any more.  Ask this question and you’ll get rolled eyes and blank stares. You’ll look like every other sales leach prowling the planet, and you won’t […]

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Stop Using ABC and Start Using ABG

Classic sales dogma says this: ABC. Always be closing. If you’re still following that acronym, please stop. Now. You’re ruining sales for the rest of us. Replace it with this: ABG. Always be giving. ABG Versus ABC Here are four critical differences between ABG and ABC: Always be giving starts by providing important, valuable information […]

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SOTW: The Right Way to Conduct a SWOT Analysis

One of the most impressive minds in the consulting world today, Alan Weiss, famously wrote that the oft-used planning tool called the SWOT Analysis is “insipid and simplistic” and using it “ought to get any consultant thrown out into the street.” Tell me how you really feel! Alan is mostly right, but partly wrong. To […]

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