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Colorblind Prospects

Yesterday, I met my brother at the gym early in the morning.  After our workout, my brother asked me in helping him pick out the right tie for him to wear to work. (he had brought 4 to the gym with...

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Truth in the sales process revisited: Controlled Messaging

Recently, I spoke to someone who had followed my advice about being completely truthful in the sales process, and was finding that he wasn’t getting as many sales from it as he thought.  I started...

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The best salespeople have expensive hobbies

I gave my “Sales 101 for entrepreneurs” lecture to the entrepreneurs at DreamIT Ventures in Philadelphia last week.  If you aren’t familiar with them, its a TechStars / Y-Combinator style incubator...

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Sales Lessons from a 6 year old: It's all about the cash

You can draw sales lessons from everywhere in life.  The reason for this is that most of sales is about the interaction of human beings with each other – about the acts of persuasion and communication....

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The Top 5 tips for new salespeople

Recently, I replied to a HARO request for the top 5 lessons for a new sales rep.  Happily, one of my items was selected for the article.  (Yes, the article is referring to an idea from me despite the...

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'Tis the Season for Sandbagging

Its worth repeating my post from last December about the December Sales Problem. December is a hard sales month for companies for several reasons:  The month is really only 2.5 weeks long before your...

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Your start-up sales strategy must include an up-sell

Up-selling, despite what some people believe, is not a sneaky or dishonest sales strategy.  In fact is is an essential strategy for start-ups.  I do, however, understand, how many people can see it...

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Would you buy your own product that way?

Everyone buys things… and everyone has opinions on where they like to buy, how they like to buy, and what makes them buy?  Why then… do so many companies forget these experiences when they plan out...

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Open Letter to anyone buying (or actually not buying) anything from a...

Dear Prospect, Good salespeople build their entire career based on one of integrity.  We believe, that every step of the way, we should be open and honest with you about our product, about its...

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The risk of being dead right

In order to be a great salesperson and/or a great entrepreneur, you have to have conviction.  You have to believe in your own vision, and in your own ability to execute on that vision if you have any...

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It’s a presentation not a lecture

In sales there is a rule that many sales people know, and that is, “he who talks least…wins.”  And of course, there is the old adage that God gave you two ears and one mouth and you should be using...

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Long Sales Cycle? That is NOT OK.

I recently sent a note to an entrepreneur friend of mine whose company is doing well, but I heard thru the grapevine that he needed some help in the sales department – that things just weren’t moving...

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Sales lessons from a pop song: “Call me, maybe?”

My five year old daughter has been walking around the house over the past few weeks singing constantly, “Hey, I just met you and this is crazy, but here’s my number.  Call me, maybe?”  Carly Rae...

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The Best Jelly Donuts: Bold Pitches Are OK if You Can Back Them Up

  On Long Beach Island, NJ, there is an italian bakery, Ferrara’s Italian Bakery, that has a sign outside their shop claiming that they have the “Best Jelly Donuts On The Planet.”  This summer, every...

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“Building a Business” means something very different to me.

I saw this post today on VentureBeat about free courses being offered by Stanford to “Build Your Business” Scan the list… NOT A SINGLE COURSE ON SALES! It doesn’t matter how much “cryptology” you use,...

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Damn You Kevin Costner

Ask most people what the key line is from Field of Dreams, and nearly everyone will say: If you build it, they will come. On a near regular basis, I talk with people who subscribe to this methodology....

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My Book Available NOW on Amazon

I know that I’ve been very lax on new posts here – but its been for good reason.  First, because I’ve been hard at work at FunnelFire – which is moving along very well.  Second, because I’ve been...

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Your fonts need to match if you want to fool me

I believe in sales karma.  I don’t like it when people just blatantly ignore my emails or requests for meetings and I’d rather they just simply reply NO.  So I’m very careful to never simply ignore...

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Land mines: Make Your Pitch Continue to Work After You Leave

I recently was a featured speaker at a SalesHacker event at Projective Space in New York City, and while I spoke about many topics from my book, I spoke for the first time about the topic of sales land...

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Never vomit on your potential customers

While it may seem obvious that you should never vomit on your prospects, its a very common move that sales people make. No.. I’m not referring to actually spewing your chewed Shakeshack burger onto...

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