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…
Browsing Category Sales
Sales. Why people pay more: Bank v Check Casher
The alternative to a bank is the check casher. Two very different business models and in the latter, intimacy is a premium product
Sales Assembly Line. Pt 10. SDR. $1m fix for a $1 problem
When is using an SDR – Sales Development Rep – the right thing to do
Sales Assembly Line. Part 9. Create your Competition
You cannot build a substitute offering within your own company, so build it in theirs…
Sales. Intimacy is a premium product
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
Sales Assembly Line. Part 7. The CEO Should Not Sell
Sales Assembly Line. Part 6. Why do Salespeople Fail
Why Good Sales People Fail
Building a Sales Assembly Line. Part 5. Sales Office Franchise
Building a Sales Assembly Line. Part 5. Every Sales Office is a Franchise
Building a Sales Assembly Line. Part 4. 300% Price Increase
Many startups count their prospects money more scrupulously than their own.
Building a Sales Assembly line. Pt 3. First Mover advantage
Exploiting the first mover advantage
Building a Sales Assembly line. Pt 2. Define It or the Client Will
Sales and the prospect advocate. The good or bad of a blank screen.
How to build a Sales Assembly Line. Pt 1. Cultural Shift
The company that charges 300% more is fundamentally different. So starts the cultural shift..
The philosophy of the prospect. Why they buy from you
why they buy, or don’t
Sales and the Perfect Presentation
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.
Philosophy of the Salesperson
This is my collection of the wisdom from people I have known in sales.
Sales Philosophy. On Charging More.
Sales Philosophy. On Charging More.
Why I don’t recommend books about sales.
I love sales. I don’t like books about sales.
Cold Call or Starve. Choose Wisely
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
Selling ice to Eskimos
You see huts, seals and fur coats. I see a village of people who want to buy some ice.
Sales. Passing the pen test
In sales you must reverse the roles and let the prospect sell themselves. And don’t get in their way, make their journey frictionless.
Salesperson
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
Leading cause of startup death is price
Startups chasing prospects that are chasing the cheapest price is a leading cause of new company death.