Peak Sales Recruiting

Geoffrey James at the Sales Machine recently interviewed Michael Dell and posted his interview. I have included some of the most interesting comments from Dell. On Competition: “Sometimes it’s a battle, but sometimes we’re clearly working with a number of companies to grow an industry. I think the leading companies tend to be able to [...]

Geoffrey James at BNET continues his series of top ten lies in sales. This week, he posted the Top Ten Lies Customers Tell Sales: LIE #10: “We don’t have the budget.” LIE #9: “I promise to read your brochure.” LIE #8: “I am the sole decision-maker.” LIE #7: “Your competition is much cheaper.” LIE #6: [...]

Geoffrey James at BNET predicts what sales (and marketing) positions will be cut and survive this recession. “The first to go will be traditional marketers. ….The next group to go with will traditional sales reps whose previous success is based entirely upon psychological skills (rapport building, closing techniques, etc.) and procedural knowledge (how to configure [...]

Geoffrey James at BNET/Sales Machine and I had an ongoing conversation about his Top 10 List and we came up with a new list of the “Top 10 Dumb Lies Reps Tell Managers” – some of them funny and some cliché. If you have worked as a rep and managed sales teams, these will all [...]