Adam, Author at Selling Something

When I say “salesman” I am talking about me and you, we are always selling a little bit of ourselves. Here’s how to sell you for more…

The alternative to a bank is the check casher. Two very different business models and in the latter, intimacy is a premium product

When is using an SDR – Sales Development Rep – the right thing to do

You cannot build a substitute offering within your own company, so build it in theirs…

The technology of a ‘thing’ should be articulated, then made lighter.
Add the weight of high value human interaction. Intimacy is a premium product

Sales Assembly Line. Part 7. The CEO Should Not Sell

Why Good Sales People Fail

Building a Sales Assembly Line. Part 5. Every Sales Office is a Franchise

Many startups count their prospects money more scrupulously than their own.

Exploiting the first mover advantage

Sales and the prospect advocate. The good or bad of a blank screen.

The company that charges 300% more is fundamentally different. So starts the cultural shift..

why they buy, or don’t

Everything in life has a beginning a middle and an end. A presentation is like that but a little shorter, this is how to make it perfect.

This is my collection of the wisdom from people I have known in sales.

Sales Philosophy. On Charging More.

I love sales. I don’t like books about sales.

This isn’t a book and there is no upsell. It’s about being GREAT at SALES. It all starts with a cold call. It’s my gift to you, whoever you are

You see huts, seals and fur coats. I see a village of people who want to buy some ice.

In sales you must reverse the roles and let the prospect sell themselves. And don’t get in their way, make their journey frictionless.

If you are a salesperson I have written this for us. If you are the Vice President of Sales or the ‘C of something’ you should read this also

Startups chasing prospects that are chasing the cheapest price is a leading cause of new company death.

Selling Something Selling Something