Phil Lauterjung

Posts Tagged ‘sales process’

Photo - Flickr (Kattni)

I have often found it amusing how many sales managers insist that their salespeople must sell to CEOs.  I mean, think about it.  How many salespeople are there compared to the actual number of CEOs?  If all of those salespeople were successful, when would those CEOs get anything done?  They’d spend all their time meeting with you and me.  Hmmm, maybe that’s why it’s so hard to get an appointment with a CEO?  Read more... (629 words, 2 images, estimated 2:31 mins reading time)

YIKES!  It’s the end of June!  The Year is half gone!!

This is a time of year when most sales managers and their sales people come to the realization that their is half over.  They start to evaluate where they are with “the numbers”, and dread begins to set in if it doesn’t look good.  And that’s in a good year.  Most haven’t had to face an economy like we are dealing with today…ever!  In their entire life!  Read more... (544 words, 2 images, estimated 2:11 mins reading time)

I do not intend for this blog to become a sales pitch for specific products or people, but to keep readers informed of what might be useful in doing business.  Every once-in-a-while something specific will come along that really does need to be strongly promoted.  This is one of those times.

Nigel Edelshain is someone that I have followed for some time now and he is offering a free 26 week e-course that I know will be of great value to many of us.  I have read much of what Nigel writes on his Sales 2.0 web site and have attended a couple of webinars where he’s been featured.  I always get very helpful and usable content from him, so this should be well worth your time.  Read more... (338 words, 2 images, estimated 1:21 mins reading time)

Photo - Flickr

There has been a great debate raging for some time now asking if cold calling is dead.  It’s a legitimate question taken in light of some of the issues I raised in my previous post – Has the Sales ‘Game’ Really Changed? .  No one has to tell a sales person that it’s increasingly difficult to secure appointments with key decision makers.  Read more... (494 words, 2 images, estimated 1:59 mins reading time)