The Prisoner’s Dilemma: Trust & Selling
What is it about selling? It can sometimes leave a bitter aftertaste the mouth - whether you're the seller or the buyer. Why is that? I think it comes down…
If Selling Is Too Hard, You’re Doing It Wrong
Salespeople are frequently fixated on athletic metaphors. Try these two: No pain, no gain The harder you try to hit the ball, the worse you do. So – which is it?…
Traveling Salesman Meets Prisoner’s Dilemma
You may know "The Prisoner's Dilemma." In game theory, it is a classic conundrum. As Wikipedia states, it "demonstrates why two people might not cooperate even if it is in…
Seduced by Sales Models: It’s Not the Club It’s the Golfer
Have a look from the 30,000 foot level at all the sales models on parade. Spread out below you, reaching to the horizon, you'll find venerable models like Consultative Selling,…
Cross Selling: Part 1 of 3 – What’s at Stake
This is part 1 of a three-part series. Part 1 – What’s at Stake Part 2 – What Goes Wrong Part 3 – How to Get it Right If your…
Relationships or Metrics? I Haven’t Got Time for Both
I heard it again today. I hear it in almost every workshop I do, and in every – bar none – big company sales organization I work with. It sounds…
When Being Trustworthy Isn’t Enough to be Trusted
In sales, you sometimes hear, "They were pursuing an aggressive strategy – aggressively waiting for the phone to ring." In other words, sometimes you've got to take action. Much the…
What Sales Winners Do Differently: Q&A with Mike Schultz
For many years now I have been a contributing editor at RainToday.com, the premier online resource for professional services sales and marketing. Besides a ton of articles, books, special programs,…
Half of What You’ve Learned About Sales is Wrong
Maybe you've heard the old line, "Half of advertising dollars are wasted – you just don't know which half." Something like that is true in sales – except that you've got…
I’m Selling Hammers, You Look Like a Nail
You know the old line, "If you've got a hammer, everything looks like a nail." It means we tend to see the world through our own frames of reference. It's…