When the sky turns cloudy, a weather forecast can reliably predict the timing, duration and severity of a storm. But when economic conditions worsen, there’s no resource that can forecast what lies ahead—at least with any reasonable degree of certainty. With multiple signs pointing to an economic slowdown or worse a potential recession, sales leaders… Read More
About Joe Galvin
Accountability: Performance and Professional
Let’s begin by looking at “Performance Accountability.” Top Sales Performers hold themselves accountable at every level. They strive to be masters of their customer-management strategies, to be fluent in their products, capabilities and the value messages that connect with their customer’s. They work closely with peers, managers and support resources, working together in pursuit of… Read More
Hire Me: Foundations for Sales Success
We all started the same way: With an entry-level sales job. At the time, we had no experience. We had no real idea about what we were getting into. And, apart from having ambition, confidence and good social skills, we were unprepared for the job. Our employer was playing a numbers game: They hired a… Read More
Inside the ONE Number for Sales
There are no moral victories in sales. You win or you lose. There are no style points, silver medals or commissions for outstanding effort. You get paid based on performance. You are considered for promotion based on performance. You are recruited by others because of performance. There is only one number that matters in sales… Read More
Selling in a Soft Economy
After the longest expansion in U.S. history, the economy appears to be softening. In Europe, it’s already slowed and the balance of the global economy is teetering on the brink of recession. The doom-and-gloom prognosticators will recommend heading for the hills. But, by all indications, we are entering a slowdown, not a recession. The economy… Read More
The Politics of Business Decision Making
The “Buyer” has never been more popular than he or she is today. To some the buyer is fully informed, socially astute, connected to the always-on community and is some arbitrary percentage through the mythical buying process before connecting with sales. The buyer has become so knowledgeable that maybe we should Hire the Buyer. I… Read More
Trial and Error
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Trusting New Data
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