On Sales

"You'll make more money by knowing your customer than by knowing your product."

Customers and prospects really would rather talk about themselves and their problems than talk about the various ad media out there… even if it doesn't always appear so.

"You can compare the prices of individual services, but not the price of a complete solution."

Apples-to-apples comparisons are inevitable when it's apples-to-apples selling. Integrated, value-added solutions move us into higher-profit, apples-to-oranges selling.

"The sales representative is inevitably and inextricably part of the product."

The customer has to 'buy' the salesperson before they'll even consider buying the product... and they'll often re-check their decision about the salesperson before they say 'yes' to the product.

"The customer's needs provide focus, power, and direction for the entire selling process."

Successful selling always begins with identifying the prospect's needs as they see them. A clear definition of needs makes the process relevant and compelling to the prospect.

"The sales rep and the prospect, working together, create a better proposal... while the sales rep and the proposal, working together, create a better prospect."

The most successful sellers know how to create a feeling of partnership with their customers. They turn the selling process into a selling-and-buying process based on trust.

On Management

"People determine the performance capacity of the organization."

No getting around it: It takes great people to meet great expectations. With the right people you can do almost anything; with the wrong people, you can do almost nothing.

"Feed the best oats in the world to a Shetland pony and it still won't win the Kentucky Derby."

The best training in the world will do little to improve the performance of a person with modest talent.

"The job title 'Sales Manager' is a misnomer."

It ought to be Salespeople Manager. No one person can manage all those sales; he or she can only hope to develop the potential and facilitate the performance of the sellers.

"The Sales Manager's job is out in the field, not in the office."