Barry Trailer: Seller’s Challenge

How the New AI — Authentic Intelligence — Can Improve Sales Productivity

During the past two years, Sales Mastery, Inc. (SMI) has been studying and cataloging the various artificial intelligence (AI) applications aimed at increasing sales rep productivity. With categories like: Appointment Setting; Automatic CRM Record Creation/Updating; Buyer Intent Analysis; Forecast Management; Guided Selling; and Prospect...

Building a Career in Sales: Hacks vs. Honing Skills for the Long Haul

"Sales hack" refers to any trick, shortcut, skill, or novelty method that increases productivity and efficiency, in pursuit of a sale (or sales career) (Adapted from Wikipedia. Thinking about and, more importantly, actively pursuing a career in sales, it's sensible to ask: What's the best...

Why Now is the Perfect Time to be a Sales Professional… Even for Millennials

In the previous column, I introduced the notion of Sales as a Profession (SaaP) and some of the steps that have been cataloged toward professionalism (full-time occupation, training school, university programs, etc.). While many salesmen and saleswomen today are full-time and considered successful, it...

Sales as a Profession: Perceptions, Misconceptions, and the Way Forward

You’ve been in sales for several years, are a solid performer, and considered to be a real pro. You’re happy with your employer, confident in the products/services you represent, and satisfied with your station in life (house, car, family situation, etc.). It’s great to...

Seller’s Challenge: Financial, Spiritual and Social

The Happy New Year is now a month old and, if you can believe the New York Times, most resolutions are abandoned by January 8th. My own resolution to participate in “Dryuary” (no alcohol for the month) has held fast, primarily due to my...

A Progress Report on My Seller’s Challenge

Having outlined my intention to “Balance my Wheel,” starting with my Professional segment, last month I declared I would limit my work week to 36 hours and keep track of weekly objectives to stay focused. I also invited you to comment on what I’m...

Good Intentions Are Not Enough: My Improvement Plan as a Sales Professional

Last month was the kickoff of the Seller’s Challenge to commit to doing things that work on a continuing basis, not just part-time, not just sometimes. In other words, to keep on keeping on, and not fall off the wagon (i.e., become complacent). I presented...

The First Step Towards Sales Mastery: A Public Commitment

Decades ago when I was teaching Miller Heiman programs, I was asked back a year later to give a key note. Before my presentation, a guy came up to me and said, “You know,...

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