I have been having a lot of conversations about sales lately and I thought I’d share this with you. Here are the five most common things I’ve noticed that sales people do to sabotage themselves.

Let me first say that I am not throwing stones; I have been guilty of these as well. And from time to time, (more…)

I know this seems impossible but it is possible. I’ve done it myself. I’ve built one multi-million dollar corporation and another with revenues in climbing but not yet in the million mark by doing not one cold call.

I started to realize a few years ago that if I wanted to be thought of as an expert than I’d have to behave like an expert.

As a reseller, presumably you want more of your business to be in services or at least increase your services sales. So let me ask you (more…)

For you entrepreneurs out there, you’ll agree, having your own business is the ultimate “sales job”. You have to always be selling. And if you have employees than your not only earning commission day in and day out for yourself but for all the other people and their families that depend on you. Whew! Now that’s what I call pressure.

So, when I run into a reseller sales person who doesn’t seem to take their job seriously I often wonder: “Why the heck are you in sales anyway?”

I’ll be honest (more…)

Would you give a comb to a bald man? Well would you?

You’re probably thinking this is a silly question and a silly thing to do. Why would a bald man need or want a comb? However, we do this all the time. Let me explain.

As resellers we want to sell. And in our hurried Need-To-Sell (NTS), we push products and (more…)

I have clients continually tell me that if they had more leads that would solve their challenge or problem. Leads are great. But that’s not the problem here.

The real problem: their sales folks are not doing proper follow-up on the leads they are getting.

Let me also say that there are plenty of VAR companies that do not fall into to this category. However, it happens in about 4 out of 10 cases; too much for me to ignore.

Here’s what normally happens.

(more…)