SEE.

Envisioning solutions to our nation’s most complex challenges

BELIEVE.

Engaging the untapped passion and talents of our public workforce

ACHIEVE.

Delivering results that showcase great government in action

New Series: Sales, The Endless Frontier

The endless frontier? I have to admit this seems weird even to me. I’ve spent 25 years in sales successfully selling products, services, companies and assets. For me, sales is the endless frontier because of its complexity and because it is the ultimate test of a company’s viability. It’s also an endless test of the viability of the sales person, team and sales management.

However, many of my friends and colleagues constantly ask me, “How does selling really work? How do you excel at it?” I’ve tried referring them to various books, courses and pundits. That wasn’t very effective and, in fact, it was mostly dribble. The truth is there is very little out there worth reading, let alone worth applying in the real world. Nothing compares to hard-earned experience, thoughtfulness and results.

So, it’s time to get down to brass tack about sales–not theory or hypotheticals. I mean let’s talk about practical and proven sales techniques. That means discussing why people buy, which is always about solving problems through the sale of useful products and services. Value is king. Gimmick is dead.

This series will not be “Your mother’s nice sales manual.” Instead, it will be a genuine and practical set of best practices for generating and managing sales. Zach and I will be the primary contributors and we welcome everyone to jump on in. We’ll cover lots of stuff and we will talk in simple, plain English. Meanwhile, tell me what most bugs you about sales. Let me know what would be useful and I will address it. Bring on your most challenging obstacles. I’ve seen it all and have lots of practical, exciting and unique ways of creating endless sales. I’m eager to share my experiences and to learn from yours.

“Live long and prosper.” A and Z

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