Tag Archives: abcs of sales

Alignment-Based Sales: Why The ABCs of Sales is Junk

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GGR-Image“The ABCs of Sales” is junk. I know I’m going to disappoint some of you by saying this, but it’s true. Let me tell you why.

I’ve worked on the sales side of the business world for a long time, and been on almost every rung of the sales ladder in the process. Along the way, I’ve seen what works and what doesn’t. When I hear people repeating the idea that the right approach to take in sales is to “Always Be Closing,” I cringe. That’s a terrible sales philosophy, particularly when it comes to building a sustainable business. Continue reading →

Ep. 051 – The “Always Be Aligning” Approach To Sales

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IMG_2523Sales doesn’t have to be the high-pressure, trust-destroying experience from the “ABCs of Sales” scene in Glengarry Glen Ross. Not only is it a terrible approach for building a long-term, sustainable relationship with your customers, it’s also not very effective in day-to-day sales.

In today’s episode, host Tom Ryan explores a more cooperative sales philosophy he calls “Always Be Aligning.” It’s a disqualification-focused approach that favors strong, mutually beneficial connections with customers over simply getting them to sign on the dotted line. As always, Tom is joined by co-host and fellow podcaster Jason Pyles. Continue reading →

Ep. 050 – Why the Sales Philosophy “Always Be Closing” Is Problematic

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350x350-5What better way is there to celebrate the 50th episode of the Success In Business Podcast than by changing things up? Host Tom Ryan presses pause on the discussion of building a core competency in sales, and instead focuses on one of the most interesting topics in the sales and marketing culture: “Always Be Closing.”

Made famous by the 1992 film version of Glengarry Glen Ross, the ABC of Sales approach isn’t exactly what it’s cracked up to be. As Tom explains, it almost always does far more harm than good. As always, Tom is joined by co-host and fellow podcaster Jason Pyles. Continue reading →