Sales Machine
Geoffrey James
Sales Machine
Biography
Geoffrey James
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite (translated into seven languages and selected by four book clubs), and The Tao of Programming (widely quoted on the Web as a "canonical book of computer humor".) He was also co-host of Funny Business, a program on New England's largest all-talk radio station and has given seminars and keynotes at numerous corporations, including Rackspace, Gartner, Lucent and Houston Industries. Geoffrey attributes his success to the uncommon realization that freelancing is "50 percent sales and 50 percent delivery." When writing about Sales, he draws on his prior experience marketing and selling multi-million dollar computer systems, his daily experience selling his own services, and the fact that every month he's personally being coached, one-on-one, by the world's top sales trainers.
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Your Sales Challenges: Tell Me and I'll Find Help
If you're having trouble making sales, post a comment or send an email and I'll get my team of experts working on it.
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Your Sales Challenges: Tell Me and I'll Find Help
If you're having trouble making sales, post a comment or send an email and I'll get my team of experts working on it.
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Office Nut Cases: A Field Guide
The thirteen most common varieties of office workers who will drive you and your friends completely out of your minds.
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Editor's Pick
Why Customer Service Is So Freakin' Lousy
Customer service is getting worse because entire industries are abandoning the "value shopper" who is willing to pay more for a better experience.
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When Cold Calling, Don't Try to "Win"
Cold calling is ineffective if you're always thinking about the results. Instead, think about whether (or not) you can actually help the prospect.
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How To Cope with a Furious Customer
A customer explodes when you make your first sales call. What's the best way to make sure that you can still do business?
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Should Sales Drive the Corporate Culture?
Which group should set the tone for the corporate strategy? Your answer determines whether your company will survive in the long run.
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Why Social Networking Isn't Customer Research
Social networks may be useful for developing customer relationships, but for understanding a marketplace they're completely useless.
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Is That Sales Tool Worth Your Time?
Some sales tools can raise productivity but others are a waste of time and effort. These five questions separate the useful from the useless.
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Kickstart Yourself Out of a Sales Slump!
Here's a simple six-step process to get yourself out of a non-productive funk and back into your winning game.
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How to Program Your Brain for Success
The unspoken rules that you use to evaluate situations create success or failure. Scrap the rules that make you miserable and write new ones that make you happy.
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Why Sales Goals and Diets Don't Work
Goals can't motivate you for very long. To be consistently successful at anything, you need to draw pleasure and motivation from the process.
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How to Make Price Less Important To Customers
Your primary job as a sales professional is to get the customer to stop thinking about price and start thinking about value. Here's how.
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Four Ways To Get Motivated To Sell
Getting motivated to sell is mostly a matter of what you do when you're NOT selling. Here are four ways to make sure you're in the mood to win.
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Why It's Truly OK to Lie to Your Boss
Here are ten situations where it's not just OK to lie to your boss, it's the only smart thing to do.
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How to Displace an Entrenched Competitor
Driving the other guy out of an account he "owns" is not impossible, but it does take patience, flexibility and a long-term strategy.
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Sales Quiz: Competition in a Brand New Account
B2B sales almost always involve selling against a competitor. What's the best way to handle competition at the beginning of the sales cycle?
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Dr Pepper Snapple has Banner Year, Then Cuts Workers' Pay
The CEO of the Dr. Pepper Snapple group gets $6.5 million a year and a tax-free corporate jet for personal travel. Despite record profits, he's cutting worker pay. Where is the outrage?
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How to Handle an Idiot Boss
Your boss thinks he knows how to sell but is actually clueless. How do you keep him from scuttling your next big deal?
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10 Sales Strategies For Uncertain Times
An uncertain economy could be a real boost to your career, if you take a strategic approach and hone your sales process.
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