By SalesDodo on April 3, 2009
Years ago, I was interviewing for a Vice President of Sales position with a mid-sized services firm. Everything was going well with my interview with the CEO of the company and then the question came. It is the favorite question of CEOs everywhere. Yet, it is also the most ridiculous question to ask a Vice [...]
Posted in Leadership
By SalesDodo on April 2, 2009
“I’m confused. I’ve had great meetings with the right people in the organization. They said that our product looks terrific, but that was 8 months ago. I’ve continued to call, followed-up by email, still no decision. I know that the competitor hasn’t gotten the business. If they love the product, why aren’t they buying?”
Every sales [...]
Posted in Sales
By SalesDodo on October 27, 2008
It’s September, also known as back to school time. My neighbors and I escort our children to the bus stop for the first day of the new school year. However, we’re puzzled about the location of the bus stop. It isn’t in the same place that it was in prior years. Instead of the children [...]
Posted in Develop Your Skill
By SalesDodo on October 16, 2008
You’ve told everyone that you are having a seminar, tele-seminar, webinar, etc. As a strategy to gain visibility, you invested in Google Ads and Facebook ads. You’ve promoted to your database and posted the event on your website. You’ve blogged about it. Yet, you look at your registrant list and it is not at the [...]
Posted in Develop Your Skill
By SalesDodo on August 12, 2008
The compensation plan changed again. The revolving door of company executives spins out of control. You look at the corporate direction and you’d like to give the CEO a compass so he can find his way. Concerned, you’ve decided that today is the day that you will peek your head over the cubicle wall and [...]
Posted in Develop Your Skill
By SalesDodo on July 30, 2008
When I speak to business executives, one of the challenges I often hear is that their sales team is not doing the things they feel are most critical to the success of the company. I then ask to see their compensation plan. After a thorough read, I share my impression of the message of the [...]
Posted in Develop Your Skill
By SalesDodo on July 26, 2008
The other day my nine-year old daughter and two sons (seven and five years old respectively) were playing with neighborhood friends. Out of the blue, my two sons came running home upset because the girls in the group told them they didn’t want to play with them. I was puzzled. Wasn’t my daughter also in [...]
Posted in Develop Your Skill
By SalesDodo on June 23, 2008
My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes and dislikes. I understood her goals in life and her aspirations. She knew the same about me. On July 24, 1996, in the White House Rose Garden (true story), [...]
Posted in Develop Your Skill
By SalesDodo on June 16, 2008
Close your eyes. Think of the perfect mate. Are you done? Close your eyes again. Think some more. How long is your list of requirements of the perfect mate? Are there five of them? Ten? Perhaps, you have twenty. Think about your list again. Are each of those really requirements of your ideal mate? Or, [...]
Posted in Develop Your Skill
By SalesDodo on May 12, 2008
I was never very good in science class which is probably why I’m not a doctor today. Yet, I remember vividly the exercise on heated atoms. The experiment started with a flask of water and a Bunsen burner. When the flame from the Bunsen burner was applied to the flask, the atoms would dart all [...]
Posted in Develop Your Skill
