Peak Sales Recruiting

…one bite at a time?! One of the toughest things to do in a market like this is to keep the team driving hard towards closing business. The bad press about the economy, layoffs, cutbacks, doom and gloom easily distracts reps. Complaints such as “no one is buying” or “my accounts suck” become more common. [...]

Miller Heiman recently released its annual best practices study and tech sector sub report (Opportunities to Achieve Revenue Growth in the Technology Industry – see below) – the 2008 report involved 17,000 participants and covers how leading sales organizations are winning, perceptions and trends. There are several good findings in here for enterprise sales forces [...]

We believe persistence is a critical contributor to success. In fact, Calvin Coolidge once said: “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education alone will not; the world is full of [...]

In sales we talk a lot about selling to customer pain.  Doing this well is critical to success in sales, but it isn’t always that simple. Sometimes the pain is not clear and sometimes, the one with the pain isn’t the customer. As entrepreneur and author, Wendy Kennedy points out, “All customers have pain – [...]

We are often asked which sales methodology we advocate. This is a loaded question. We like them all, as long as they are used in the right situation. While there is no confusion over the value of employing a sales methodology (see some stats on the impact of employing a methodology), many of the methodologies [...]

“If you don’t have a selling system of your own when you are face to face with a buyer, you will unknowingly default to his system.” – David Sandler

Engage Selling conducted a study on sales practices with Harvard Business Review and the Sales Executive Council. Colleen Francis has written the findings and her perspective on the key ingredient for success in sales…. “Successful salespeople all use a range of different styles and techniques, but they also all share one key thing in common: they [...]

Many years ago, my old friend Dan Kuzell suggested I read Michael Bosworth’s book “Solution Selling” which has been a foundation for profits in my life. The book is useful in many ways and I recommend it for anyone interested in moving from transactional sales to solution sales. It describes the basics of how to [...]