I talked this morning to a very long-time friend, Michael O'Donnell, whom I respect very very much. Mike is a serial entrepreneur who has salesman-DNA. After catching up on his new exciting venture, HealthiNation, Inc. (a site that helps and inspires people to live healthy lives through really slick, engaging videos), we spoke about the true challenges that sales persons face. And for those who don't "do it" regularly, they truly have no idea about the complexities and nuances needed for success in sales. And that got me thinking...
There have been few things written about more in business than the art of sales. Luminaries smarter than I have researched, written, formularized, argued, and posited about different styles, techniques and approaches since Adam mass-picked apples and needed to start selling them. Where I sit in the digital media and ad tech industry, the movement of the last few years has been about consultative selling: the art of conversing with a prospect about what their true needs are. Ok fine, but at the end of the day there's still fundamental truths about selling. You still have to put on the uniform, go dig up some prospects, and convince them of your product/service.
Mike has always been one of those stars who makes everything look easy...but I know that he works it, and works it, and works it. He's committed. He has the sense of drive to just keep going. Because at the end of the day, there's only one book title that should frame what selling is about: "Commitment: How I Farmed the l
Land Over and Over Again to Grow My Territory!"
Maybe some day I will write that book....oh wait, I kinda do with all my Selling.2.YES newsletters and blog posts. But if I DID write the book, I would want my buddy Mikey O'Donnell to write my intro!
Happy selling....get at it!
Michael Hess is the Founder/Principal of Core 6 Management Advisors. Drawing on almost 3 decades of experience in Sales and Management, Michael shares his thoughts and opinions here for you.