The TWO Irrefutable Laws of Selling

I am excited to be hosting my first guest blogger to Sales, Life & Leadership! I encountered Gerry Layo when he spoke at a Motorola Solutions Channel Partner Expo, early in 2012. I read a lot of sales blogs and books, and I have witness many keynote speakers, but Gerry's presentation stood out above the … Continue reading The TWO Irrefutable Laws of Selling

Tune in to WII FM!

Some background before I start my rant: I work for a mid-size telecommunications company who specialize in two-way communications and sophisticated communication systems. If that didn't bore you and you have an interest in what we do, check us out by going to  westcan-acs.com (shameless plug complete). The point being, it is not difficult, nor time-consuming … Continue reading Tune in to WII FM!

What It Takes To Sell (part 2)

In part 1, I discussed the challenge sales professionals face when it comes to relinquishing control during a sales cycle. The fact of the matter is, customers do a significant amount of research before engaging a sales person; and we need to be adequately prepared. What I left out for part 2 was how we can start "getting in … Continue reading What It Takes To Sell (part 2)

What It Takes To Sell (part 1)

I would like to continue on from a previous post (found here) and there is a new 'Moment of Truth', as Google calls it. Previously I recommended an e-book called ZMOT, which outlined a 'Zero Moment of Truth' for buyers. It says that once a consumer encounters stimulus related to a product or service, their … Continue reading What It Takes To Sell (part 1)

What on Earth is a ZMOT?

Buying habits and strategies have changed; and it's no surprise they will continue to evolve as information becomes increasingly available. A replacement battery for a garage remote can cost you $13 at a local electronics store, or you can buy it for $1.01 and have it shipped free, from China: no-brainer! In a global market … Continue reading What on Earth is a ZMOT?

The Ford Truck Box Experience

I have been wanting to post this for some time, but after an exhaustive search I cannot find the video I desired. So here goes without my visual aide! A number of years ago Ford aired an advertisement where they vertically suspended a new F-150 in the air, attached only by the box. The narrator … Continue reading The Ford Truck Box Experience

The Sales Relationship Paradox

Hefty title isn't it? Sounds ominous... First let me take a step back. In a previous post I wrote about how the sales relationship is changing ("Goodbye Solution Sales?") and how advancements in technology continue to increase the amount of information that is available to perspective buyers. I want to elaborate on a point that, as … Continue reading The Sales Relationship Paradox