Regular readers know that I have written more than 1,400 articles to help them better Understand the Sales Force. Some of the articles won awards. A few were stinkers. I intended for all of them to be very helpful and I believe they are. Over the years, some of my favorite articles were completely overlooked, getting relatively few reads compared with the most popular articles that were viewed by tens of thousands of people.
Today I wrote an article for LinkedIn that not only explains Donald Trump's rise to presumptive GOP nominee, but identifies ten, great selling lessons associated with his rise. It doesn't matter whether you love, hate or are neutral to Trump, I invite you to read my observations and lessons and contribute to the conversation. You can read the Trump article here.
Speaking of lessons, when salespeople miss key milestones in the sales process – and they are often missed – it leads to proposals and/or quotes that rely on guesswork instead of facts, assumptions instead of agreements, and hope instead of acceptance. When salespeople send proposals to their prospects, they hope the proposal will do the selling for them, but it causes one of four things to happen instead. An article I wrote that appears today on the Selling Power Blog identifies those missed milestones and the four things that happen instead. You can read the Selling Power article here.