I’d like to share a classic story of how to NOT close a sale. I was shopping at Costco with my friend Terry the other day for a few things we needed for the office, and like most people I love Costco because I generally find several things I never knew I needed until I serendipitously stumble upon them….
Category Archives: Brad Trnavsky
Guy Kawasaki Discusses “Enchantment” – Episode 36
This past weekend, Brad and I were honored to chat with best-selling author, venture capitalist, and former Chief Evangelist at Apple, Mr. Guy Kawasaki about his new book, Enchantment. Enchantment should be on the reading list of every salesperson and sales manager in every industry around the world…it’s that good. The basic principle is to…
We’re BACK! The Sales Management 2.0 Podcast Returns – Episode 35
Well, after a much needed break in the action, we’re happy to announce the return of the Sales Management 2.0 Podcast! Brad and I are happy to be back in the saddle, as this is one of our favorite things to do. We’ve met some brilliant folks, and we’re really excited for the lineup…
Sales Management 2.0 Podcast - Episode 35 - The Return of Brad and Jerry [ 13:12 ] Play Now | Play in Popup | DownloadNew year, new goals, no resolutions!
I hate New Years Resolutions! Seriously… I hate them. Why? because no one (well almost no one keeps them). My personal preference is to honestly reflect on things for a few days and then focus on setting a new direction for the coming year in much the same way you would develop a new Mission and Vision Statement for…
Welcome to the NEW Sales Management 2.0!
Its been a long time coming, but I wanted to throw a quick blog post up announcing the NEW and improved Sales Management 2.0. As you can see things look a lot different around here. After years of struggle I have made the decision to pull my network off the Ning Social Network Platform. Ning was great…
Sharon Drew Morgen on Buying Facilitation® – Episode 34
If you’ve ever wondered what happened to those customers who said they would buy from you but never did, Sharon Drew Morgen may hold the key to solving your frustration. Sharon Drew (don’t you dare call her just plain “Sharon”!) is the visionary and thought leader behind Buying Facilitation®, the new sales paradigm that focuses…
Join Salesconx for free and get $25 just to try it out!
Last week I made a promise to start talking not only about sales and management philosophy, but to also start discussing some of the many outstanding Sales 2.0 tools that are available. Ladies and gentlemen I am really excited to announce that Sales Management 2.0 has recently entered into an agreement with Salesconx, a community…
Can the best sales people become the best sales managers?
I have not been blogging much over the last two weeks because I have been doing a lot of thinking about where my site is going and where I want it to go. Over the last few months the majority of my posts have gone off of serious management topics and more to basic sales…
Selling to Procurement and Pipeline Management
I just started reading a new blog called The Pipeline by Tibor Shanto and it is one that you must add to your RSS reader if you have not already. Last week Tibor wrote a brilliant article called Selling to Procurement. In this article Tibor points out flaws in the way most people sell to…
Two blogs you will be sorry if you do not visit…
Just a short blog post today to share a few articles I ran across today that I think every sales manager should read. The first one is by Ian Brodie and is called The Myth of Goal Setting. Ian has been on the rampage lately debunking sales myths. His posts are very well thought out…