Sales Tips: Making Sense Of Vague Advice

Customer Centric Selling

I’ll never forget the advice he shared after assigning my quota and territory: Call high, stay high and don’t lead with product. The first few months I made terrible calls on business owners in my territory. Some scotch was involved and ultimately the epiphany came.

Pro Tips on Scaling an Enterprise Sales Organization


How do you manage year-to-year territory adjustments as your company grows? As a company grows, chances are your territories are going to get smaller, and you’re going to need to reset the playing field each year so new hires will have equal opportunity.

Becoming a Master Networker – Series Intro

Adaptive Business Services

Actually, more of an epiphany. I had no strict territory but, I also had no accounts and I was not taking any company leads. When I first began to write, it was on NetWorks! Boise. Later, as my business began to morph, that site was repurposed to supporting our leads group and my writing focus was redirected to this site. Well, I’m mixing it up again! Since NetWorks!

I’m Not That Good of a Salesperson

Adaptive Business Services

A prospecting epiphany. I sectioned the territory off on a map and spent weeks driving and taking notes which I then carefully added to my CRM. I started B2B selling in 1977. As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo.