• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Advertise
  • Submissions
  • About Us
  • Contact Us
  • Apr 18, 2021
  • Startup
    • Creating a Plan
    • Funding a Startup
    • Franchise Center
    • Getting Your Office Ready
    • Making Your Business Official
    • Marketing Your New Business
    • Personal Readiness
  • Run & Grow
    • Customer Service
    • Human Resources
    • Innovation
    • Legal
    • Operations
    • Risk Management
  • Leadership
    • Best Practices
    • Communication
    • Green Initiatives
    • Open Culture
    • Strategic Planning
    • People Skills
  • Sales & Marketing
    • Advertising and Lead Generation
    • Marketing Innovations
    • Marketing Plans
    • Online Marketing
    • Relationships
    • Sales Activities
  • Finance
    • Budgeting and Personal Finance
    • Payments and Collections
    • Tax and Accounting
    • Pricing Strategy
    • Working with Investors
    • Working with Lenders
  • Tech
    • eCommerce
    • Hardware
    • Software
    • Security
    • Tech Reviews
    • Telecom
  • Shop

SmallBizClub

Helping You Succeed

Tax Bandits banner
Home / Sales and Marketing / Sales Activities / Sales Heroics are Actually Sales Failures!
Sales Heroics are Actually Sales Failures!

Sales Heroics are Actually Sales Failures!

708 Views

Jul 19, 2018 By Dave Brock

All of us revel in stories of the deal where we took dramatic actions and ultimately won—hopefully not by discounting. We get an Adrenalin rush in talking about this things that we did to pull the opportunity from the ashes and into the victory column. When we get together with our colleagues, over beer, we seek to outdo each other in stories about our heroics.

I’d be less than honest if I didn’t admit to doing the same. These stories are fun, we enjoy sharing them and laughing.

But the reality is that sales heroics represent a failure on our parts. Organizations that constantly win, only through sales heroics and last ditch efforts, are failing systemically!

In reality, great selling looks more like the old “Maytag Serviceperson” commercials. Great selling is about consistent execution of our sales process, it’s about consistently doing the things that work and not doing those things that don’t work.

High performing sales organizations are actually pretty boring to look at. They work like “well oiled” machines. They consistently, quietly execute their sales process, they engage customers in differentiated, value based ways. There’s not a lot of drama—when there is, it’s because something isn’t working—usually a failure of execution.

Filed Under: Sales Activities Tagged With: Sales, Solving Problems

Source: Partners in Excellence

Dave Brock

Dave Brock

Dave Brock is the founder of Partners in EXCELLENCE, a consulting and services company helping to improve the effectiveness of business professionals with strategy development, organizational planning, and implementation. Dave has spent his career working for and with high performance organizations, ranging from the Fortune 25 to startups, including companies such as IBM, HP, Nokia, AT&T, Microsoft, General Electric, and many, many more. The work Dave does with business strategies is closely tied to personal effectiveness of the people in the organization. As a result, Dave is deeply involved in the development of a number of training and coaching programs.

Related Posts

  • These 5 Issues Can Bring Business to a Grinding Halt
  • The Real Future Of Selling, Not What You Think It Will Be
  • Reinventing Selling!

Primary Sidebar

Random

5 Ways to Retain Your Best Employees

Apr 16, 2021 By Jeremy Bowler

Top Ways to Celebrate Customer Birthdays

Apr 16, 2021 By Anand Srinivasan

Child Tax Credit: Everything You Need to Know

Apr 16, 2021 By Davis Clarkson

Meet Pheabs – a Finance Connection Service

Apr 16, 2021 By Daniel Tannenbaum

4 Essentials For Your New Office

Apr 15, 2021 By John England

Footer

About Us

Small Biz Club is the premier destination for small business owners and entrepreneurs. To succeed in business, you have to constantly learn about new things, evaluate what you’re doing, and look for ways to improve—that’s what we’re here to help you do.

  • Facebook
  • LinkedIn
  • RSS
  • Twitter

Copyright © 2021 by Tarkenton Institute, Inc. All Rights Reserved | Terms | Privacy