Archive for April, 2011
How to Make More Money: Start with a “Yes”
Posted by Don F Perkins in B2B Sales, Behavioral Change, Unlearning on April 29, 2011
I was reading Paul Castain’s amazing Sales Playbook blog this morning and it got me thinking about attitudes. Thanks for the inspiration Uncle Paul! Pavlov’s Sales Team In sales we face opposition and rejection so often, it’s easy to get conditioned to believe that every one of our prospects is skeptical and reluctant to accept [...]
Sales Managers: Are You Leading By Principle or Process?
Posted by Don F Perkins in B2B Sales, Business Strategy on April 19, 2011
When I was about ten my Dad bought me my first Pentax SLR manual camera. He wanted me to learn photography using manual settings before using auto focus or auto exposure cameras. The reason was that if I took a bad picture using an automatic I wouldn’t know what went wrong because the settings [...]
Something is Always Blooming Somewhere in the World
Posted by Don F Perkins in B2B Sales, Behavioral Change, Unlearning on April 15, 2011
Anthony Iannarino wrote in his blog: “What you believe is the foundation for how you behave.” I believe that’s true. When it comes to sales success or any other business endeavor how we act starts with what we believe. If we believe the competition is stronger and better, then that will impact how we sell. If [...]
What are the 3 Keys to Successful B2B Sales Conversations?
Posted by Don F Perkins in B2B Sales, Sales Productivity on April 7, 2011
Michael Schultz, President of the Rain Group shared some great insights at Babson College recently on the topic: Mastering the Art of the Sales Conversation. He talked about three simple keys to successful B2B sales conversations. He pointed out how a deficiency in any one of these areas could easily impair the flow of a [...]
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