Category: Post Modern Sales Blog

Time is on Your Side (yes it is)

Starting a blog post with a Rolling Stones song may become a thing, you’ve been warned. Realistically though I’m going to get right to it because this is all about time. I hear salespeople tell me all the time that they don’t have enough time to prospect because of all of their follow-ups they have […]

Read More

Shaping a Sales Process – Clay

This will be the first in a series of posts in shaping your sales process to fit today’s needs There is an extended backlog of books, blog posts, and articles that will teach you how to build a sales process that funnels your prospects from first interest in your product to a successful close and […]

Read More

Killing Collaboration with Commissions

While researching today’s blog post a friend tweeted something that nailed the premise I was thinking about: Commissions and high incentives kill collaboration. — Howard Sublett (@howardsublett) December 16, 2014 And while I agree that this is generally the case, it doesn’t have to be. As we’ve all learned when reading Drive by Dan Pink […]

Read More

Reboot

It’s time for a reboot. A reboot of this blog, of my writing, of my mentality around sharing content and experiences. A reboot means many things with your computer. It’s more than just turning it off and turning it back on. It clears out the buffers, the memory and essentially takes out the trash so […]

Read More

Networking Transparently

To new salespeople, especially those who are “accidental” salespeople, networking is the most difficult and challenging part of their job. They know they have to go various events and meet people to build a network. Their attempts range from the blatant which Dilbert is satirizing here, to the wallflower style that didn’t work real well […]

Read More