Author Archives: gregoryg63

I was recently working with a prospect towards the end of the sales cycle.  We got down towards the end and my prospect, a division VP at a large manufacturing company, asked for a reference.  I was told that the … Continue reading →

The 20/60/20 rule on sales managers… If you are in sales… there is a) 20% chance that your boss is an inspiring leader, b) a 60% chance that he/she is a competent manager that “does no harm” (most of the … Continue reading →

To me, this is what sales should be all about.  Finding a way to reach people at a personal level… a place that everyone has, but few, especially in the business world, ever reach out and grab. Establishing this kind … Continue reading →

I recently talked with a prospect who had been considering my product for over a year.  'I'm new to the position and territory so I picked up the opportunity in process.  Evidently, the purchase cycle was missed last year so … Continue reading →

This week in Ki class (class that focuses on Ki development before Aikido class), we worked on an exercise whereby one person is sitting seiza (kneeling) and another puts hands on their shoulders and tries to push them over.  If … Continue reading →

Some of you have asked me to blog about selling in this tough economy.  Spend 30 minutes watching this video.  There is nothing left to say.

I recently participated in a meeting.  There were about 10 of us in a confrence room.  The table was full of open laptops, presumably for note taking.  Blackberrys and phones were on the table.  As we began the discussion, people … Continue reading →