Most know that technology sales revenue jobs can be beastly simply because of the speed of innovation and disruptive potential in the marketplace. What was hot last year can be obsolete this year and the competitive landscape can be brutal and unforgiving. The most successful sales pros I enjoy sharing with get good at mastering [...]
Somewhere, a sales professional or senior executive woke up this morning in a cold sweat after having a nightmare. They woke up in a cold sweat believing that their best and largest deal was just lost to a competitor and for a few brief moments they panicked… until they got a grip on reality. It [...]
Winning is a Habit. Unfortunately, So Is Losing. – Vince Lombardi Kudos and a big shout-out to the sales athletes who show up to compete in the sales arena. You put it all on the line and are driven to minimize the influence others may have in deciding where you can afford to live, what [...]
We're not strangers to these stories: The world-class athlete who experiences an epic defeat in the arena who is seldom heard or seen again; the business mogul who has experienced extraordinary success and is blindsided by competitive forces who has to shut down his business to retire almost broke; the company’s top sales performer with [...]
The good news: You can't lose what you never had. The bad news: The "job" was never yours in the first place. Sometimes it's hard to debunk long-standing institutional myths (even when the facts assault our senses) but you've always known that you don't own the job right? The job belongs to the company. Don't [...]
“My name is Joey Price and I'm the CEO of Jumpstart:HR, LLC. My company provides full-service HR support to small, emerging businesses in the United States and international firms looking to establish or grow their presence in the US. My company helps business owners grow their firms with confidence while alleviating the sting of the [...]
"The Sales Janitor" an excerpt from the BUT I HATE SALES© Training & Speaker Series for Non-Sales Professionals If you're not in sales or new to the profession, it can be a bit overwhelming when you see great sales and business development professionals in action. Most often, they're engaged with multiple buying influencers (evaluators, executive [...]
Pinocchio (pi-noh-kee-oh) - The hero of Carlo Collodi's children's story, The Adventures of Pinocchio (1883), a wooden puppet who comes to life as a boy and whose nose grows longer whenever he tells a lie. – Dictionary.com A Pinocchio Tax is a subjective penalty paid by both a prospect and sales person due to a [...]
(An excerpt from the BUT I HATE SALES® Speaker Series by Christopher Bell, III) “No.” One word, one syllable, two letters. So what is it about that one little word, that can cause normally confident men and women to retreat, pause, or halt their advance toward their breakthrough to a better life? What is it about “no” [...]
Imagine: A product for women and children that removes anxiety normally associated with using public bathroom facilities. Well, it's almost here, it's called "The Tidy Potty" and soon you may never have to touch a public toilet seat again. As an Entrepreneur-in-Residence at the Maryland Center for Entrepreneurship (MCE) in Columbia Maryland, I'm privileged to [...]
Here’s a BIG shout-out and special congratulations to Chuck Davis, CEO of Kiss My Glass of USA http://kissmyglassofusa.com/ for successfully graduating from Project Opportunity – a 10-week, rigorous course prepared for US Military Veterans who are launching new businesses. Here is a PRESS RELEASE featuring the program and it's graduates. In addition to successfully launching [...]
Last night I had the opportunity to share my insights and tips on leveraging social media for business with the Project Opportunity class of US military veterans graduating next week, and I left the class with a contest challenge and opportunity that would require them to uses multiple social media platforms to win a modest [...]
If you’re like most entrepreneurs and people of purpose, your calendar is slammed with appointments, meetings, conference calls, team meetings, interviews, personal care, family time, business socials and you frequently find yourself exhausted. Such is the life of an entrepreneur… or is it? Remember when you once poured hours of creative energy into your business [...]
That Terrifying Drowning Sensation: When the big deal you’ve been forecasting for 6 months has been deferred and you’re short of quota; your best team member just quit, conversations with your spouse have degraded to grunts and hand signals; sleep deprivation is a constant companion, and now you’re trying to find the bank card for [...]
As a Business Launch Coach with a specialty in business development and technology sales, I have the professional pleasure and privilege of mentoring exceptional entrepreneurs and individuals in start-up companies who are most often in the ideation and pre-launch phases of business maturity. While most of my clients and constituents have successfully launched their companies [...]
Consistently connecting with energetic small business leaders and entrepreneurs at events and immersing myself in the day-to-day interactions of the staff working at the Maryland Center for Entrepreneurship and Howard County Economic Development Authority... is simply awesome! As an Entrepreneur-in-Residence at the Maryland Center for Entrepreneurship, I’m still blessed to have the opportunity to coach [...]
Are you a quota-bearing sales rep with great ideas and insights that can improve your company's sales systems and processes? Are you being held hostage to systemic failure or do you fell powerless to the politics of process? Here are some insights and tips for a potential win-win scenario.
An example of why I have the best part-time job in the country: coaching an 11-year old who is about to make her business pitch to Warren Buffet!
Five years ago, I learned how to take back 2 hours per day/ 40 hours per month/ 3 months per year of my FREEDOM... AND became more effective and productive personally and professionally when I did it. Here's how, and a resource for your consideration...
Host, Mindy Guisewite and Christopher Bell. Christopher Bell, III is the author and creator of the “But I Hate Sales™” seminars and events for non-sales people. He owns an IT and biotechnology software sales consultancy based in Columbia Maryland, and one of the fastest-growing commercial energy brokerage consulting companies in the Mid-Atlantic region. Chris is also a business communications course instructor at Howard Community College, an Encore Program Advisor-in-Residence at the Maryland Center for Entrepreneurship and one of the two winners in the 2010 Melinda Emerson $25,000 Entrepreneurs Challenge. If you own a business or are in business, you don't want to miss this one.!
FAMILIARITY connotes: “I’ve successfully done this before, so of course I know what I’m doing today.” But In business, many of The Roads of Familiarity which were once traveled without incident have become over-used congested routes that are easy to follow because most share the same mindset and are going nowhere fast.
Where are the buyers? Engaging with technology sales subject matter experts.
This was supposed to be an easy, simple, “renewal & upgrade” deal for the CEO of an emerging technology company and initially I viewed my company's chances of competing and winning as a long shot... until I knew who I was really competing with. Strategy: swarm the account and finish with a slam dunk.
Ravens fans at M&T Bank Stadium, Baltimore MD Obsolete: the habit of regularly showing up to onsite customer meetings and sales engagements to influence the sales process. It is a time-consuming, expensive activity that is being usurped by a preference for virtual engagements for every-day business interactions. Remedy: Change the game and modify [...]
The 2013 Technology Sales Arena. Are there new rules and new tools? Will it be a New Year with new fears? You're invited to register and attend a presentation hosted by the Howard County Economic Development Authority Speaker Series, and authored by Chris Bell, III entitled "2013 Tech Sales Trends & Tips" that may transform your business.
Has yesterday’s expert advice lost some its efficacy or potency? What’s the shelf-life and expiration date on so-called “best practices” and established methodologies? What’s new and what’s coming? Can we talk about it?
Ever since mankind stood on two legs, somebody has been selling and not many people esteemed those in the profession. In fact, I'd describe society's perspective on sales as being one of strained tolerance. That was yesterday because today's prospective buyers don't have to take it anymore...
Obsolescence in the sales profession is quite real and the velocity towards the cliff of irrelevance is only increasing. The net: What got you here… isn’t enough to keep you here. Is your sales team struggling because of the organizational systemic failure and obsolete processes, protocols, tools you’ve put in place; OR are they lacking the ever-evolving sales skills necessary to win in a hyper-competitive business environment? Perhaps, it’s ALL OF THE ABOVE, but how do you know?
Most of the entrepreneurs and small business owners we know work extraordinarily hard to transform their business vision into a reality but too few are provided with an opportunity to be recognized.
The Technology Sales Arena is where the elite of the sales profession compete to deliver solutions that transform and improve businesses and governments and they are commonly rewarded with six-figure annual income opportunities. Most are professionals… not peddlers. So how does one begin or transition their career into technology sales?
Virtual "show & tell" sales activities with prospects are the status quo in professional technology sales today. But are your reps prepared, trained, and successful at handling bullying or conflict deriving from unfair, flawed, customer buying processes or the occasional unethical antics of your competition? What are you doing about it?
Enough is enough. With 24x7x365 cable news cycles broadcasting gloom and doom about the economy, it's no surprise that just everybody knows somebody carrying an attitude of powerlessness. Yes... its rough out there, but what would you become or pursue if you shut off the constant stream of negativity and made a decision to makeover your life?
It’s no secret that the sales training industry is a billion dollar business and many of us are its beneficiaries. The question is, who’s preparing and protecting the businesses and consumers who are doing the buying?
Both Olympians and technology sales athletes struggle with the demands of daily living, rejection, competition, and family matters but sales athletes also wade thru frigid buying cycles driven by global fiscal constraint, and a more knowledgeable and informed buyer. So how does one win for 5, 10, 15, or even 20+ years and still LOVE what they do?
Is it really just about YOU? Have you ever reached a goal, exceeded a quota or revenue objective, been #1 in something, and after it's done wondered... "Is that it?" Ditch the self-centered objectives...
There's new messaging out that says it all: "Works Is Not A Place A Place You Go To." If you're you're engaged in professional activities that don't put you in front of a qualified, prospective customer or doesn't add equity to your business... it may be a TIME TRAP. What's it costing you?
After stepping thru enough qualification and discovery sales processes, it becomes easier to hand out really good, qualified leads to colleagues and peers in other organizations… especially when it becomes clear your solution isn’t a fit for your customer and your not competing for the same budget. Unfortunately, it's also quite likely you'll receive a generic token of appreciation from the recipient of your lead that sounds like this....
While companies are pouring hundreds of millions of dollars annually into sales training, who is training non-sales professionals who are doing the buying? Why is selling and buying so hard? What has been the impact of this incongruence on businesses and families? Why not change the game? So I did… and began creating the But I Hate Sales™ Series of seminars and products
You're new to the sales position or territory. Don't panic or make crazy, sudden moves if you suddenly find yourself at the bottom of the sales leader board after a transition - it's common! Finger-pointing is dangerous and self-condemnation is premature. Here are 5 tips that should help elevate your game, take some pressure off, and put you on track to exceed your long-term goals.
If you’re in the sales/business development game you’ve already figured this out: You can do anything, but you can’t do everything. Here are 5 tips that may enhance your effectiveness and productivity...
As the founder of the company, over the last day or so, I received a few inquiries and notes of congratulations (and even one warning) about CB3’s transformation from “solopreneurship” but the most common question was: “How did you do it?”
We've been REALLY busy. Yes, I did say "we." At CB3 (or for the more formally inclined, ChrisBell3rd & Company LLC) we've done more than just a little re-branding in the last 120 days. Here's what I mean...
Stay tuned! ChrisBell3rd & Company, LLC has been experiencing significant growth and success in the last 3 years and January 2012 we will be launching new services and introducing a new team who will positively transform the business!
“...business is in transition, growing, and in this climate of fiscal constraint and layoffs... I'm doubly blessed to also have a well-paying job that I love..."
This is a hilarious video featuring a stereo-typical sales manager that you're gonna love!!!!
As a new entrepreneur and winner of the "Become Your Own Boss, $25,000 Entrepreneur's Challenge" I'm extraordinarily blessed and humbled to now have direct access to one of the nation's premier small business experts Melinda Emerson (aka Smallbizlady in Twitter circles) as my personal, business coach and advisor. This is the first of several blog posts over the next few months, in which I'll share some of the coaching and advice that Melinda has imparted to me.
Congratulations on making the dive into your first job in the technology sales arena!!! Whether you’re in IT, engineering, biotechnology, or telecommunications… your personal brand and reputation will be established thru extraordinary performance because nobody remembers "average." Before you get too far along, here are a few tips that may serve you well...
ChrisBell3rd & Company, LLC has been announced as A WINNER in the Become Your Own Boss $25,000 Entrepreneur's Challenge! In celebration of her first book, Become Your Own Boss in 12 Months: A Month-by-Month Guide to a Business That Works (Adams Media, March 2010), Melinda Emerson is announcing contest winners featuring a prize of weekly small-business coaching sessions. “The contest brought so many worthy applicants that I found it impossible to choose one winner,” describes Emerson. “I narrowed it to two winners who agreed to share the one-on-one coaching.” Entrepreneurs Jennifer Furr, owner of PictureThatSound in Raleigh, North Carolina, and Chris Bell, owner of ChrisBell3rd & Company in Columbia, Maryland...