How to Be Great at Sales (and Enjoy Yourself)
Sales can be frustrating and complicated, or it can be very simple. Now when I say “simple,” I don’t mean that it is not difficult. Selling is dif...Continue Reading
How Cold Calling 2.0 Added $100 Million to Salesforce.com’s Revenues
Cold Calling 2.0 is the outbound sales process that helped Salesforce.com add $100 million in its first few years. Cold Calling 2.0 doesn’t involv...Continue Reading
How to Write a Sales Territory Plan
What are the critical steps in writing a successful Sales Territory Plan? You may be wondering, “Where do I start?” The key is asking the ri...Continue Reading
John Henry Patterson: The Father of Professional Selling Part 3
Patterson’s “Polished Salesmanship” The attendees of an NCR convention were startled one morning by the sudden entry of a shoeshine bo...Continue Reading
John Henry Patterson: The Father of Professional Selling Part 2
The First Professional Sales Force Early on, Patterson was concerned about the quality of sales, and so –in true Patterson style – he decided to lea...Continue Reading
John Henry Patterson: The Father of Professional Selling Part 1
One of the greatest salespeople of all time was born nearly a century and a half ago on a farm in Ohio. His name was John Henry Patterson, and if he we...Continue Reading
Why Did Sant and Kadient Merge?
Just today, Sant Corporation and Kadient announced that they have signed a merger agreement. For students of the selling profession, it’s useful t...Continue Reading
The Psychology of Winning: An Interview with Dr. Denis Waitley (Part 2)
Last week I had the opportunity to meet with Dr. Denis Waitley in Dallas to record an interview on Zig Ziglar’s Success 2.0 online video channel. It...Continue Reading