How to Think about Sales
Blog
The Sales Integrator™
This is the home of my blog of short, sharp essays on The Sales Operating System –
Right People, Right Positioning, Right Process, and Right Pulse. What gets written about sales today is authored by consultants and pundits who comment on it from a distance. These articles are written from the front line by someone who still does it.
New essays go up when there is something worth writing. Not when the calendar says it is time.
The Sales Hiring Blind Spots Series | #3 Why a Vanilla Job Post Keeps Pulling You Back In
Your hiring manager wrote the job post. You skimmed it. It looked fine. Professional language. Competitive compensation. Growing team. Great culture. It went up on ...
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The Sales Hiring Blind Spots Series: #2 Why the Generic Seat Keeps Pulling You Back In
You wrote a job description for a “sales professional.” Three words. Your hiring manager pulled the rest from the last description you posted two years ...
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The Sales Hiring Blind Spots Series: #1 Why the Resume Lie Keeps Pulling You Back In
Operations runs without you. Finance runs without you. Sales hiring still runs through you — because nobody else on your team knows how. Until ...
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Price Is Not the Problem. The Story Is.
Your sales team just lost a deal on price. Again. The prospect said it was too expensive. Your rep came back asking for approval to ...
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There Can Only Be One Person in the Angry Boat
Will Guidara’s Unreasonable Hospitality teaches a lesson most businesses miss: Don’t try to out-compete on the things everyone else does well. Differentiate at the ...
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Sales Fundamentals Aren’t Sexy. They’re Profitable.
I live in the Metro Detroit area. The local NFL team is the Detroit Lions. A long-suffering franchisee that has a recent upsurge in success. ...
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