Sales

Don’t be a Saleshole. The Five Attributes of Poor Salesmanship.

The last few weeks I have been subjected to a lot of bad salesmanship. It got me thinking. Surely people don’t mean to be rude, pushy or full of proverbial bovine excrement. But somehow, they still excel at being a total saleshole. So, in the interest of enlightenment and relieving my frustration, I share my top five saleshole attributes. 1. If you never take no for an answer and instead resort to stalking prospects with repeated calls, unannounced visits, hanging out at the bar next to the prospect’s office, lurking around his yard at night – you might be a Saleshole.

Read More »

Nasty Networker – “Vomitous from the mouth”

This is a great article by a friend of mine – Recently I asked my network through LinkedIn: “What are the visible attributes of a ‘Nasty Networker?’” I’ve boiled the answers down into some common categories ranked by the frequency of their appearance Signs of a Nasty Networker Selfish. Not interested in helping others. Doesn’t ask questions. Talks too much. Bashes or otherwise acts inappropriately towards competitors. Uses high pressure and other bad sales techniques. Abuses contact information. Sends spam and other unwanted communication. Ignores business card etiquette. Social climber. Always looking for somebody better to talk to. Not open. Naive and needs education (about proper networking). More interested in the quantity of connections, not their quality. Disrespectful. In the end I think that “Nasty Networking” is driven primarily by either naivete or desperation. I saw a quote recently that suggested that the selfish type of taker networking is not[…]

Read More »

Marketing Vs. Sales – Ending the Turf Wars

In an ideal world, sales teams and marketing folks should be best buddies. In this ideal world, business would come easily, profit would grow on trees and everyone would hug at the end of the day. Ok, back to the real world. It is not uncommon for sales and marketing departments to have divergent agendas. This can range from teams that simply argue over details to outright hostility. When the atmosphere is closer to the latter, this type of culture can seriously effect business development efforts, increase sales costs and generally make everyone’s lives miserable. Bringing these teams together to create a three hundred and sixty degree information cycle is critical to achieving superior growth. Sales should constantly provide feedback to marketing and marketing should reciprocate with tactics and strategies that support the sale methodology. That was easy to say but how do you make it happen? The key is[…]

Read More »

Value Perception – secret weapon of the world’s most successful companies

In the marketing industry, perhaps more than any other industry, buzz words have become as common as black, collar-less shirts and funny-looking, yellow-tinted glasses. This trend of overusing certain terms is unfortunate because it corrupts perfectly good words, turning them into meaningless jargon. Like the word “synergy” and the term “paradigm,” the concept of “value” has been misused and hammered into a meaningless pulp of broken promises and worthless schemes. The real trouble is that the concept of VALUE is the only thing that matters when it comes to winning in a competitive sales and marketing situation. Why do customers buy one product over another? The answer is simple. People choose one product or service over another because they perceive a higher level of value. It doesn’t matter whether the purchase is a bottle of cough syrup at the drug store or a multi-million-dollar industrial deal, the perception of value[…]

Read More »