Sales Coaching

/Tag:Sales Coaching

A Winners Edge – Competitive Intelligence

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 [...]

By | December 10th, 2014|Archives|0 Comments

Chris Bell 3rd: Coaching for Big Results

“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 [...]

By | September 19th, 2014|Archives|0 Comments

The Sales Janitor

"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 [...]

By | September 18th, 2014|Archives|0 Comments

The Pinocchio Tax – Selling After A Lying Experience

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 [...]

By | September 4th, 2014|All, Archives|0 Comments

Inspiration in Desperation

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 [...]

By | February 26th, 2014|All, Archives|0 Comments

Rookie Tips: Systems and Politics in Sales

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.

By | June 10th, 2013|All, Archives|0 Comments

Radio Interview: But I Hate Sales™

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.!

By | March 27th, 2013|All, Archives|0 Comments

Where Are The Buyers?

Where are the buyers? Engaging with technology sales subject matter experts.

By | March 13th, 2013|All, Archives|0 Comments

Why Is The CEO in Sales?

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.

By | March 5th, 2013|All, Archives|0 Comments

The Obsolete Technology Sales Culture

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...

By | November 30th, 2012|All|0 Comments

(Video) A Technology Sales Team Tune-Up

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?

By | November 23rd, 2012|All|0 Comments

Six Olympian Tips for Technology Sales

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?

By | August 15th, 2012|All|0 Comments

Initiating Collaboration That Matters

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...

By | June 7th, 2012|All|0 Comments

The Cost of Time Traps

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?

By | June 7th, 2012|All|0 Comments

“Let’s Do Dinner” – A Failure to Reciprocate?

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....

By | April 19th, 2012|All|0 Comments

Don’t Jump, It’s Temporary – A Sales Recovery Scenario

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.

By | March 21st, 2012|All|0 Comments

Just Because You Can, Doesn’t Mean You Should

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...

By | March 12th, 2012|All|0 Comments

The Stereo-Typical Sales Manager

This is a hilarious video featuring a stereo-typical sales manager that you're gonna love!!!!

By | September 27th, 2010|Archives|0 Comments

“Show Him the Money: a $25,000 Social Media Success Story”

"Show Him the Money: a $25,000 Social Media Success Story" - is an article authored by Tonya Taylor, a feature writer for the Baltimore Social Media Examiner and is an excerpt of from an interview done with Chris Bell, III Senior Partner and Founder of ChrisBell3rd & Company which describes how he launched and grows his small business using social media to get big results.

By | June 16th, 2010|Press Releases|0 Comments

10 Tips for Rookies In Technology Sales

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...

By | June 15th, 2010|Archives|0 Comments

National Sales Network (NSN) Event – Guest Speakers: Mark Hill & Chris Bell III

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

By | May 1st, 2010|Archives, Press Releases|0 Comments

Radio Interview: Building a Career in Technical Sales

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.

By | March 3rd, 2010|Archives|0 Comments

Technology Sales: A CIO’s Perspective

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)...

By | March 3rd, 2010|Archives|0 Comments

It’s Not Just the Money

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?

By | February 2nd, 2010|Archives|0 Comments

You’re Right. You Can’t Do What We Do!

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.

By | January 15th, 2010|Archives|0 Comments

So, You’ve Missed your Quota…

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...

By | December 20th, 2009|Archives|0 Comments

Because, The Customer Isn’t Always Right

"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...

By | December 3rd, 2009|Archives|0 Comments

5 Appetizers for the Whiners in Sales

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.

By | November 19th, 2009|Archives|0 Comments

9 Tips to Transition into the Technical Sales Arena

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?

By | September 30th, 2009|Archives|0 Comments

When Sales Performance Isn’t Enough – A sales reps view.

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 [...]

By | September 30th, 2009|Archives|0 Comments