Trust. What does that word really mean? We use it all the time, both in a business sense and in a personal sense.
You trust that your boss has your back. You trust that your spouse would never intentionally hurt you.
Professor Glen Urban from MIT breaks trust out into …
A while back we got a voice mail from a sales rep at Yellow Freight that was so bad in every possible way that I just had to document it here. This is a lesson on what NOT to do on a cold call.
The voice mail was about 90 …
Posted on 03/28/2018 in misc • Tagged with Sales, Employment
I've been selling for a living since 1995. I've learned a few things.
The territory is never in good shape. Don't believe them when they claim it is. If the territory was producing like they claim, the previous rep. would still be there.
If they can't explain the comp plain …
Posted on 08/23/2017 in misc • Tagged with Sales, Business, LinkedIn
There is type of post that seems to be particularly popular on LinkedIn. It's generally written by a salesperson or recruiter (same thing really), and the post is a rant about how rude some prospect or candidate was in rejecting their offer. The comments quickly fill up with other sales …
The Challenger Sale by Matthew Dixon
The Challenger Sales confirms something I've long believed, that most "relationship" sales people are full of shit. When you sell high value expensive stuff buyers don't want nice guys. They want answers and solutions. They want people that come in and challenge the status …
Posted on 02/13/2015 in misc • Tagged with Business, Sales, Internet, Twitter
Posted on 02/04/2015 in misc • Tagged with Business, Sales, Employment, LinkedIn