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

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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)

Selling To Bruce Lee

I subscribe to a Daily Boost of Positivity, and today's email was too good not to share. According to Jacob Morgan, modern-day selling has a lot in common with the late Bruce Lee. That's right: Bruce Lee. How? One of Bruce Lee's approaches toward martial arts was the idea of fighting without fighting, which can be … Continue reading Selling To Bruce Lee

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)

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