Why, oh why, as salespeople, do we put ourselves in a position without access to the person who actually makes decisions on where dollars will be spent? Maybe it's important to look at why we aren't invited to the big kids’ table. It's because there are lots of people around us who have bad manners. They don't set agendas for meetings. They don't contract for next steps. They have nothing relevant to talk about, so they are perceived as time wasters (and they probably chew with their mouths open).
The first time I heard this phrase was in 2000, I was watching the movie Boiler Room in Denver, Colorado. Ben Affleck’s character was trying to “motivate”—or better said— “scare the dickens” out of his rookie recruits. I vividly remember him leaning over the conference room table, squarely looking each and every recruit in the eye telling them with force… “sell or be sold… someone is always selling… either you are selling them on why they should buy OR they are selling you on why they won’t/can’t buy... ”
Last week, I had the chance to speak at a leadership conference for roughly 150 executives from the home furnishings industry, including manufacturers, designers, import/export specialists, and retailers. We talked about the state of the economy, the mood of consumers, and the challenges that lie ahead.
I am a runner. Sometimes, when I am out on the road, I experience what many people call a “runner’s high.” During those brief moments, when it all comes together, I feel as if I was made to run. Every thought becomes clear, every step is synchronized, and every breath is easy. In those moments, everything feels right, and I want to spend more time running.
I bet you're thinking what does the phrase "don't give up" have to do with Elvis and what could this possibly be doing on a blog about Sales Strategy!!! Great questions, and in a second, I think it will all become very clear. Turns out, that Jerry Weintraub (Legendary Hollywood producer and promoter) practiced a principle that we talk about a lot at The Center: Don’t Give Up!
When analyzing history, we can sometimes predict what the future will bring. I'm not talking about a Sci Fi adventure series or even the new fall line up of reality shows on History Channel. I'm talking about realizing and accepting that mobile, if not part of your digital sales vernacular today, should be tomorrow.
It's not often that you will see us post someone else's work on our blog but this one we could not pass up…. our good friend 
When a client does not want to renew a campaign due to lack of results, it usually comes down to a single issue: the seller did not properly set expectations prior to the campaign launch. Some of the things you will want to discuss ahead of time:
