Welcome to my new AllBusiness.com blog. I’m delighted to be part of the team.
In the upcoming months, I’ll be sharing my expertise with you on business-to-business (B2B) sales. We’ll talk about:
- Effective prospecting and cold calling skills.
- How to set up meetings with corporate decision makers.
- Selling strategies and sales tips to advance the sales process to its next logical step.
- How to win big contracts.
- …and much more.
My personal sales career began at Xerox where I was given a geographic territory and told to, “Go get ’em.” Every day I’d jump in my little Honda Civic, drive to a section of my turf and start cold calling. Knocking on doors like that is a tough way to earn a living. Plus, we were expected to make tons of phone calls.
It was a life filled with rejection, but I was determined to be successful. I threw myself into studying what worked in the sales profession. I studied the masters. I experimented with different strategies. And, I screwed up a lot.
In fact, I made some horrific blunders that cost me orders, embarrassed me terribly and upset my customers. But each time, I picked myself up and tried to learn from these mistakes. That’s why I’m successful today.
I wasn’t born a good seller. I’m not glib and chatty. Nor am I a gregarious extrovert who “loves” schmoozing with people.
If fact, before I started selling, I thought it was a horrible, despicable and manipulative profession. The only reason I got into sales was because I wanted to start another business with some friends. We sought the advice of SCORE (Service Corp . of Retired Executives) and advisor said that our business idea was great, but wondered who was going to be selling.
We were stunned. Shouldn’t a great business idea sell itself?
But he was adamant. Someone needed to be in sales. I looked at my partners, hoping against hope that they’d raise their hand. They both looked at me. Finally, after a lengthy silence, I told the SCORE advisor that we’d have to talk about it.
I lost! Yup. That’s how I started my B2B sales career. It was only a means to an end, something I needed to learn first before I started my own company.
I became a top sales performer because I worked at it. You can do the exact same thing. Hopefully this blog will be give you the ideas, insights & inspiration you need to take your business or your sales career to the next level.
I’m looking forward to the discussion.
Author, Selling to Big Companies