If you’ve not read The Challenger Sale by Dixon and Adamson, I highly recommend it. Not since Neil Rackham’s SPIN Selling have I come across a better sales book. Given that its origins are from the previous financial crisis, it’s more relevant today than in 2011 when published. Why I like it: Science: Like SPIN, the principles outlined […]
On July 16, 1999, John F. Kennedy Jr. and his wife Carolyn waited anxiously at Essex County Airport, New Jersey, for the arrival of Carolyn’s sister Lauren Bessette. A rising star at Morgan Stanley, Lauren was running late. They had planned to leave at 6 PM but didn’t take off until 8:39, shortly after sunset. […]
The problem is not learning how to sell, it’s applying what is taught. A lot of sales training is never implemented. Like unused software of yesteryear, it sits on the shelf. Because sales happen in so many different ways, there’s a tendency to overcomplicate things. Sales consultants add to this by telling essentially the same […]
Consider every sales opportunity a ticking time bomb. But, unlike the usual time bomb, this one doesn’t make a sound or trigger an alert. It merely withers and falls off the sales vine. A mistake sometimes made by enterprise salespeople is assuming that because the average sales cycle is long, all sales cycles are long. With this comes the […]