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 [...]
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 [...]
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.
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.
“...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...
Today's leading-edge, IT, engineering, biotechnology, and telecommunications solutions are being delivered in a competitive marketplace by uncommon and exceptional sales professionals - YOU! Come join members of the National Sales Network (NSN) to secure great-career changing tips from guest speakers Mark A. Hill and Christopher Bell, III, accomplished technology sales professionals and executives as they address how you can make a personally rewarding transition into the technology sales arena... Date: Thursday, May 13 2010 Time: 6:30PM Holiday Inn College Park 10000 Baltimore Avenue College Park, MD 20704 (directly in front of IKEA College Park) Members: Free Non-Members: $15 Come and hear what is being said about this market
If you're new to technology sales, looking for a career change, or soon-to-be graduating college student, take a little down-time and grab a cup of coffee or your favorite beverage and then listen to this radio interview facilitated by Tai Goodwin, Career Makeover Coach. This discussion features me and my colleague Mark Hill, Executive Director of Minorities in Technology Sales (MiTS) as we discuss the benefits and challenges transitioning into technical sales.
Has a CIO or experienced senior technology officer ever told you EXACTLY how to engage him and what he's looking for in his interactions with a technology sales professional? If not, this article is MUST-reading for you. Ed Anderson has been recognized as one of the Top 100 CIOs and senior technology executives in the United States. Tap into the wisdom and advice he offered to those present at a local meeting for Minorities in Technology Sales (MiTS)...
"Anybody can become a consultant. But not everybody does it well. Here's what you need to know to thrive." - WSJ Article entitled "How to Succeed in the Age of Going Solo" written by Richard Greenwald.
As a business owner or senior sales executive for your small and growing technology company, you've probably moved away from old-school sales management tactics. But if you haven't, perhaps you've not weighed the cost...
I LOVE the technology sales profession but I must confess, too many of us become so self-absorbed that we forget that professional success is dependent in part upon the committment, professionalism, and sacrifice of the people within our sphere of influence. When was the last time you showed some appreciation?
If you've been a business development or sales professional for a while, I'm sure that you've come across someone at some point in time whose disposition, demeanor, or statements have left the impression that they don't think too highly of your career selection. The fact is, ours is an honorable profession that's crafted for very few and most people could never successfully do what we do.
I want to extend a special note of thanks and best wishes for the New Year to some of the people I collaborate with to include...
What do you do when your numbers fall just a little short or when it becomes certain you're not going to achieve your sales quota or revenue objectives? To the best of my knowledge, there's not a lot of literature or support for teaching sales athletes how to react when they lose but here's a reality check: most sales athletes are NOT going to be #1 all the time. While there is no single reference that covers all circumstances, here's a list of tips to consider...
Yes, I did it. I'm a recent Blackberry-to-iPhone convert. The transition has been both exhilarating and disappointing. Make no mistake. I loved using my BlackBerry and though my 30-day iPhone 3GS trial is over I do find comfort in knowing that using a BB device was a smart personal and business decision two years ago.
"The Customer is Always Right" is a powerful lie. What'Ss interesting is that over the years after hearing this same statement repeated over and over again from the mouths of intelligent, well-meaning business owners and executives, we should be impressed with the longevity and power of this falsehood. Why? Because ironically, there's a contradictory but viable measure of wisdom that professional sales and business development specialists understand: Customers have a right to be wrong. Be quiet and let them be wrong UNLESS...
The "main course" of life serves up plenty of lessons. But sometimes sales professionals and business development specialists can sit at the table where a feast of opportunities are set before them and respond by whining and complaining. Before you adopt this posture, here are "5 Appetizers for the Whiners in Sales" that are on the menu.
In times of fiscal constraint, companies are always seeking ways to increase productivity and sales revenue while concurrently reducing their costs. A recent BusinessWeek blog post entitled "A New Wrinkle on Outsourcing" provides a fresh perspective on the use of Outsourced Sales Professionls (OSPs) in technology sales.
This video features the results of a survey about Cloud Computing which was completed by Applied Research and sponsored by F5 a few months ago. Most would agree, for a 3.5 minute video, it does a fairly decent job detailing the acceptance and adoption of cloud computing today.
One of the unexpected outcomes of our inaugural business launch last week was a sense that I had done something really extraordinary or heroic by overcoming a series of tough professional and personal circumstances. I hate to be an image buster, but to me the image of heroic is: a 19 year-old kid going on daily night missions in Afghanistan kicking down doors that may be booby-trapped. Let�s keep it real here, can we?
Many thanks for numerous shout-outs and congratulatory thanks from previous customers, old and new friends, business associates (and even a few competitors) in recognition of the inaugural launch of ChrisBell3rd & Company a few days ago. The response to our launch has FAR EXCEEDED our expectations and we look forward to helping small software companies [...]
Some of the best talent in your sales organization hasn't been introduced to you yet. As business owners, sales executives, and investors we may be missing gold that's sitting on top of the ground because we're too busy digging in the mine. There are some "A-Players" out there ready and willing to make sales career transitions. Can you provide some tips to help them out?
If you're a sales manager or executive managing a sales team, you may have hired people on your team you've worked with before or have had a previous personal connection with. That's great unless sales performance becomes secondary to the personal relationships you've established. Here's a question that was recently posted by a sales professional [...]
Obsolete and adversarial sales "tactics & strategies" are being countered by new empowered buyers who are leveraging technology and social media to minimize the role of the traditional sales profession where the lack of trust is prevalent. Marketing and sales professionals must adopt the new transparency enabled by social media and embrace consistent, ethical sales practices that will be independently validated by empowered buyers.