Facts and myths about salespeople

• What really motivates salespeople (it's not just the number!)
• What shapes customer perceptions of sales (it's not the average sales person)
• Peter confesses that as a professional sales leader, he doesn't know how to play golf (and why golf isn't an essential sales skill)
• Peter explains what's replaced the importance of the rolodex in modern sales
• How Peter flips the tactics of normal salespeople to break through and win deals against traditional sales processes
• One thing Peter says is 100% true of salespeople (hint - it involves a number!)
• Resources and links
  • Episode on Building Client Relationships
  • Episode on sales as a team sport - It Takes a Village
  • Episode on Call Leadership
  • Alec Baldwin clip from Glengarry Glen Ross
  • Ben Affleck clip from Boiler Room
  • The Market for Lemons
  • BANT (Budget, Authority, Need, Timeline)