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Sales 101: Are you a hunter or a farmer?

Posted on March 30, 2011 under Sales 101.

Here’s a question I’d like for you to try to answer (honestly):   Are you a HUNTER or FARMER? 

Each day, sales people make a choice:  do I go to the ‘barn’ (where it is warm and familiar) or into the ‘woods’ (where it is cold, unfamiliar, and out of my comfort zone)? 

All too often,  too many sales people (rookies and seasoned veterans alike) spend all their time going to the ‘barn’.

It’s easy to service your existing accounts.  It’s also very comfortable; and let’s face it, it’s warm in the ‘barn’ and the ‘cows’ are always happy to see you.

When you go ‘hunting’, you’re out in the field where it is cold and unfamiliar.  The ‘deer’ are wary, don’t want to be bothered (they certainly won’t  return your calls) and you often come home empty handed.  That’s no fun!

Most sales people spend a disproportionate amount of their time going to the ‘barn’.  Now don’t get me wrong, it’s not always a bad thing to go to the ‘barn’.  If we don’t service our existing accounts, someone else certainly will;  but there has to be a balance (hunting vs. farming).  There are always going to be up-sell opportunities and potential growth from existing clients, but all sales people need to do a certain amount of PURE hunting.

Why?  Because sadly, whether we want to believe it or not, bad things can sometimes happen in the ‘barn’.  ‘Cows’ die; ‘cows’ stop giving milk, ‘cows’ move to farms in other states where they can’t be milked.

If you are going to grow your business, protect the revenue line, and achieve your personal and professional goals, it can’t be done going  to the barn day after day after day.

If you are truly a sales professional, don’t become an unproductive or under utilized corporate asset.  Don’t morph into a customer service rep?  Do what you are paid to do and what you’ve been trained to do:  develop new business.

And finally, develop a prospect management system and learn how to create a prospecting plan or you’re career in sales will be shorter than you might like.

As always, thanks for being here and remember to “do what you can with what you have where you are.”*

“Great selling is a process artfully done.”  

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*Theodore Roosevelt 



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Sales 101 & Thought(s) For The Week

Posted on March 27, 2011 under Sales 101, Thoughts for the Week.


SALES 101 – Be Distinct or Become Extinct.

In the last 90 days:  1) what new things have you learned?  2)  has your presence on the Internet  changed?  3)  have you acted on the concept that life is sales and “good try” isn’t going to cut it?  4) have you reviewed (and tweaked) your written goals for 2011  5)  edited your profile on LINKEDIN and added to your LINKEDIN connections?  6)  adhered to Vince Lombardi’s 5 P’s:  perfect preparation prevents poor performance 6) given with absolutely no expectation of receiving anything in return?


 Gilda Radner 

“I wanted a perfect ending. Now I’ve learned, the hard way, that some poems don’t rhyme, and some stories don’t have a clear beginning, middle, and end. Life is about not knowing, having to change, taking the moment and making the best of it, without knowing what’s going to happen next.–Gilda Radner


Mother Teresa
“Life is an opportunity, benefit from it.
Life is beauty, admire it.
Life is a dream, realize it.
Life is a challenge, meet it.
Life is a duty, complete it.
Life is a game, play it.
Life is a promise, fulfill it.
Life is sorrow, overcome it.
Life is a song, sing it.
Life is a struggle, accept it.
Life is a tragedy, confront it.
Life is an adventure, dare it.
Life is luck, make it.
Life is too precious, do not destroy it.
Life is life, fight for it.”
  -Mother Teresa


Have a great week, pay it forward, live simply, smile a lot, be friendly,   and don’t be afraid if you find yourself struggling a little  –  that’s not always a bad thing.

“Great selling is a process artfully done.”  

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Sales 101: The value of an unhappy customer……

Posted on March 23, 2011 under Sales 101.

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“If you can’t make it good, at least make it look good.”  -Bill Gates

“Life is not fair; get used to it.”  -Bill Gates

“Life is not divided into semesters.  You don’t get summers off and very few employers are interested in helping you find yourself.”  –Bill Gates

Rule #1

Make sure you respond to problems with passion, speed, and all the  resources at your disposal.

It will amaze, shock, stun, and even overwhelm your customers and generate a level of loyalty that can’t be duplicated.

Rule #2

Reward and recognize anyone in your company who discovers (and reports) a potential customer problem.

Rule #3

In your customers’ world, there is no such thing as a small problem  –  they are all HUGE.

Rule #4

Shit happens;  your problems will never go away completely; just be prepared to respond when things do go wrong.

Have a great rest of the week and remember that when it comes to customer service, it’s an attitude - not a department.   

“If you make customers unhappy in the physical world, they might each tell 6 friends.
If you make customers unhappy on the Internet, they can each tell 6,000 friends.”

Jeff Bezos

“Great selling is a process artfully done.”  

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Sales 101 – “Don’t call me; because I won’t call you.”

Posted on March 22, 2011 under Sales 101.

I thought you might enjoy this article from Sunday’s NY Times.

Certainly food for thought for all of us sales types.

And, in case you missed the invitation, I’m conducting a prospecting Webinar on Friday at 11 CST. 

Short, sweet and to the point; hope you can join us.

Reserve your Webinar seat now at:

“Great selling is a process artfully done.”  

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Thought(s) for the Week

Posted on March 21, 2011 under Thoughts for the Week.

TFTW #1*

Encouraged people achieve the best; dominated people achieve second best; neglected people achieve the least.

TFTW #2*

Failure is the path of least persistence.

TFTW #3*
Goals that are not written down are just wishes.


 Power is of two kinds. One is obtained by the fear of punishment and the other by acts of love. Power based on love is a thousand times more effective and permanent than the one derived from fear of punishment.


As always, I really appreciate you being here; and, as you roll into a new week:  make a difference and do good: before you start your day – think about what makes you happy (and smile); be kind;  work at remembering people’s names (really work at it);  listen (harder);  interrupt less;  create your ‘to do’ list before you begin your week;  and at all costs, avoid the Christopher Columbus sales syndrome.

“Great selling is a process artfully done.”  

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Oh! The Places You’ll Go!

Posted on March 19, 2011 under Life 101.

Oh! The Places You’ll Go!
by the incomparable Dr. Seuss

Today is your day.
You’re off to Great Places!
You’re off and away!

You have brains in your head.
You have feet in your shoes.
You can steer yourself any direction you choose.
You’re on your own. And you know what you know. And YOU are the guy who’ll decide where to go.

You’ll look up and down streets. Look’em over with care. About some you will say, “I don’t choose to go there.” With your head full of brains and your shoes full of feet, you’re too smart to go down a not-so-good street.

And you may not find any you’ll want to go down. In that case, of course, you’ll head straight out of town. It’s opener there in the wide open air.

Out there things can happen and frequently do to people as brainy and footsy as you.

And when things start to happen, don’t worry. Don’t stew. Just go right along. You’ll start happening too.

Oh! The Places You’ll Go!

You’ll be on your way up!
You’ll be seeing great sights!
You’ll join the high fliers who soar to high heights.

You won’t lag behind, because you’ll have the speed. You’ll pass the whole gang and you’ll soon take the lead. Wherever you fly, you’ll be best of the best. Wherever you go, you will top all the rest.

Except when you don’t.
Because, sometimes, you won’t.

I’m sorry to say so but, sadly, it’s true that Bang-ups and Hang-ups can happen to you.

You can get all hung up in a prickle-ly perch. And your gang will fly on. You’ll be left in a Lurch.

You’ll come down from the Lurch with an unpleasant bump. And the chances are, then, that you’ll be in a Slump.

And when you’re in a Slump, you’re not in for much fun. Un-slumping yourself is not easily done.

You will come to a place where the streets are not marked. Some windows are lighted. But mostly they’re darked. A place you could sprain both your elbow and chin! Do you dare to stay out? Do you dare to go in? How much can you lose? How much can you win?

And if you go in, should you turn left or right…or right-and-three-quarters? Or, maybe, not quite? Or go around back and sneak in from behind? Simple it’s not, I’m afraid you will find, for a mind-maker-upper to make up his mind.

You can get so confused that you’ll start in to race down long wiggled roads at a break-necking pace and grind on for miles across weirdish wild space, headed, I fear, toward a most useless place.

The Waiting Place…for people just waiting.

Waiting for a train to go or a bus to come, or a plane to go or the mail to come, or the rain to go or the phone to ring, or the snow to snow or waiting around for a Yes or No or waiting for their hair to grow. Everyone is just waiting.

Waiting for the fish to bite or waiting for wind to fly a kite or waiting around for Friday night or waiting, perhaps, for their Uncle Jake or a pot to boil, or a Better Break or a string of pearls, or a pair of pants or a wig with curls, or Another Chance. Everyone is just waiting.

No! That’s not for you!
Somehow you’ll escape all that waiting and staying. You’ll find the bright places where Boom Bands are playing. With banner flip-flapping, once more you’ll ride high! Ready for anything under the sky. Ready because you’re that kind of a guy!

Oh, the places you’ll go! There is fun to be done! There are points to be scored. There are games to be won. And the magical things you can do with that ball will make you the winning-est winner of all. Fame! You’ll be famous as famous can be, with the whole wide world watching you win on TV.

Except when they don’t. Because, sometimes, they won’t.

I’m afraid that some times you’ll play lonely games too. Games you can’t win ‘cause you’ll play against you.

All Alone!
Whether you like it or not, Alone will be something you’ll be quite a lot.

And when you’re alone, there’s a very good chance you’ll meet things that scare you right out of your pants. There are some, down the road between hither and yon, that can scare you so much you won’t want to go on.

But on you will go though the weather be foul. On you will go though your enemies prowl. On you will go though the Hakken-Kraks howl. Onward up many a frightening creek, though your arms may get sore and your sneakers may leak. On and on you will hike. And I know you’ll hike far and face up to your problems whatever they are.

You’ll get mixed up, of course, as you already know. You’ll get mixed up with many strange birds as you go. So be sure when you step. Step with care and great tact and remember that Life’s a Great Balancing Act. Just never forget to be dexterous and deft. And never mix up your right foot with your left.

And will you succeed?
Yes! You will, indeed!
(98 and ¾ percent guaranteed.)

Kid, you’ll move mountains!
So…be your name Buxbaum or Bixby or Bray or Mordecai Ale Van Allen O’Shea, you’re off to Great Places!
Today is your day!
Your mountain is waiting.
So…get on your way!

Hope you’re having a terrific weekend!

“Great selling is a process artfully done.”  

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Thought(s) for the Week

Posted on March 13, 2011 under Thoughts for the Week.


“Everyone lives by selling something.”  -Robert Louis Stevenson


“Stay hungry.  Stay foolish.”  -Steve Jobs


One day Alice came to a fork in the road and saw a Cheshire cat in a tree. “Which road do I take?” she asked. “Where do you want to go?” was his response. “I don’t know,” Alice answered. “Then,” said the cat, “it doesn’t matter.”  -Lewis Carroll


“Twenty years from now you will be more disappointed by the things that you didn’t do than by the ones you did do. So throw off the bowlines. Sail away from the safe harbor. Catch the trade winds in your sails. Explore. Dream. Discover.”    -Mark Twain

Do good, pay it forward,  remember that work made fun gets done, make some one’s day through a small kindness, ‘be there’ for your clients, thanks for being here.

“Great selling is a process artfully done.”  

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Posted on March 11, 2011 under Sales 101.

Good morning and thanks (as always) for being here.  We are now almost 20% through the year, how are you progressing with respect to the 2011 goals that you put to paper back in December???   Are they posted somewhere that you can see them daily?  Are there any that can be crossed off yet?

There aren’t a lot of true sales PROS out there and the one thing that separates them from the WANNABEES is their way of thinking (ATTITUDE).  I’ve attached some differentiators below; the challenge for you today is to be 110% honest with yourself and determine which side of the equation you fall into.

PROS take responsibility, WANNABEES blame others.

PROS prioritize personal development, WANNABEES neglect personal development.

PROS constantly expand their comfort zone, WANNABEES stay right where they are and have always been.

PROS set goals, WANNABEES lack goals.

PROS make commitments and keep them no matter what, WANNABEES make promises they often break.

PROS hone their sales skills daily, WANNABEES are as good as they are ever going to get.

PROS give more than they take, WANNABEES take more than they give.

PROS control their own destiny, WANNABEES leave everything to fate.

PROS manage their time well and indulge in  activities that  bring them closer to their goals, WANNABEES lack time management skills and indulge in activities like watching re-runs of Two and A Half Men or the local news.

PROS  help others win, WANNABEES refuse to help and make it all about ‘them’

PROS believe there are always things they can learn, WANNABEES are already experts and know it all.

PROS are humble, WANNABEES are egotistical.

PROS listen, WANNABEES interrupt others and fight for every chance to talk.

PROS lead, WANNABEES follow.

PROS work hard, WANNABEES only think they do.

Do good, pay it forward, thanks for being here and have a great weekend.

“Great selling is a process artfully done.”  

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Thought(s) for the Week

Posted on March 6, 2011 under Thoughts for the Week.


Good judgment comes from experience, and experience comes from bad judgment.    -Barry LePatner


The difference between the right word and the almost right word is the difference between lightning and a lightning bug.     -Mark Twain


 Tomorrow is often the busiest day of the week.     – Spanish Proverb


“You shouldn’t be looking for people slipping up, you should be looking for all the good things people do and praising those.”   -Richard Branson


Do good, pay it forward, thanks for being here and always remember this PrintGrowProTAKEAWAY: in sales, manners count; if a lady gets up from the table, stand up.; when she gets back, stand up.

“Great selling is a process artfully done.”  

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Thought for the Week Follow Up

Posted on March 1, 2011 under Thoughts for the Week.

I’ve had a number of calls and comments regarding this week’s quote from George Eliot.

“It is never too late to be what you might have been.” 

I thought you might be interested in learning more about “Mr.” George Eliot (so you can be ‘dazzling’ and  ’well read’ at your next cocktail party).

Mary Anne (Mary Ann, Marian) Evans (22 November 1819 – 22 December 1880), better known by her pen name George Eliot, was an English novelist, journalist and translator, and one of the leading writers of the Victorian era. She is the author of seven novels, including The Mill on the Floss (1860), Silas Marner (1861), Middlemarch (1871–72), and Daniel Deronda (1876), most of them set in provincial England and well known for their realism and psychological insight.

She used a male pen name, she said, to ensure her works were taken seriously. Female authors were published under their own names during Eliot’s life, but she wanted to escape the stereotype of women only writing lighthearted romances. An additional factor in her use of a pen name may have been a desire to shield her private life from public scrutiny and to prevent scandals attending her relationship with the married George Henry Lewes, with whom she lived for over 20 years.

Here are a few more:

 “Blessed is the man, who having nothing to say, abstains from giving wordy evidence of the fact.”

“And when a woman’s will is as strong as the man’s who wants to govern her, half her strength must be concealment.”

 “Failure after long perseverance is much grander than never to have a striving good enough to be called a failure.”

“I’m not denyin’ the women are foolish. God Almighty made ‘em to match the men.”

I hope your week is going well; pay it forward, do good, thanks for being here and remember (Sales 101):  listen, take notes, follow up fast, and never (ever) get out of touch with your customers.  It’s almost 10 A. M. (CST) have you called a customer today?

“Great selling is a process artfully done.”  

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