The 7 Deadly Sins of Sales Teams

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  dave.stein@...05/07/08 Report as spam
  1

  Deadly Sins

  Here is another one.
  
  Subjectivity. That's what is being exhibited when a sales person says, "We're winning," or "They loved the demo," when the sales person never asked anyone, especially not approvers or decision makers, what was most important to them.

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  dg@...05/08/08 Report as spam
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  RE: The 7 Deadly Sins of Sales Teams

  Assumption- Whether it's not having a clear plan as to who is taking the lead on follow up or assuming that because the process appears to be moving forward that every key decision maker (of course you must know who they are) is on board with the project.
  Never assume ANYTHING~
  It all goes back to asking lots of questions, really listening, and making sure all the bases are covered at al times

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  ollyl@...05/08/08 Report as spam
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  RE: The 7 Deadly Sins of Sales Teams

  Feast - Famine cycle
  
  So many sales people work so hard to close the sale and, when results are good, relax and celebrate their wins.
  
  Then the pipeline dries up and they crash. This is followed by frantic effort to build to another peak and lo! the cycle repeats.
  
  Solution:
  During the good times, make the effort to continue doing all the things that caused the good times. Relentless prospecting, many cold calls, get on the telephone.
  
  In other words, CREATE THE FUTURE - NOW!
  
  If you don't continuously create the future there won't be one. At least at the level you want.
  
  Ollie Lind
  howcani.com.au

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  bryan.davis@...05/09/08 Report as spam
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  RE: The 7 Deadly Sins of Sales Teams

  Think the missing one is "Hopium" - this is where the sales team are over optimistic about the results of a sales call - in other words they become addicted to "hope" and are suprised when the sale doesn't happen: Solution - stay focussed on reality and make sure that you are putting effort into maintaining a realistic pipeline

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  bdorsey12305/09/08 Report as spam
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  RE: The 7 Deadly Sins of Sales Teams

  What? Geoffrey is not putting the blame on Marketing? I must be in the wrong column. Seems like every other thing I read from him places the responsibility for all the woes of the sales world squarely on the marketing shoulders.
  --VP of MARKETING (who still reads despite frequent disagreement with this author)

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  profmurph@...05/09/08 Report as spam
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  RE: The 7 Deadly Sins of Sales Teams

  What does these sparse generalizations have to do with sales teams?

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  Geoffrey James, Sales Machine05/09/08 Report as spam
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  Definitions

  book (buk) n. A set of written, printed, or blank pages fastened along one side and encased between protective covers.
  
  blog (blawg) n. A frequent, chronological publication of personal thoughts and Web links.
  
  I know the two words sound similar, but one is used for detailed information and the other for more informal material. I apologize if there's been any confusion of the two.

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  Magnetic Elephant05/11/08 Report as spam
  8

  LOL

  Brilliant, Geoffrey. Simply brilliant.