As sales professionals prepare to close out Q3 2010... here are some thoughts to stay on top of the game.

1) Understand Political Structure and Decision Making Hierarchy - Don't get Blindsided

A brilliant sales job to a prospect that doesn't make a purchasing decision works... sometimes... but not very often.  If you are investing your own time and energy to proceed down the path of a sale, it is important that you are headed in the right direction.  Until salespeople understand political structure and decision making hierarchy they are lost.  Occasionally salespeople might get lucky and find their way to a closed deal... but most of the time they will just be lost.

How are some companies able to generate consistently higher margins than their competitors?  Take an organization like Tiffany & Co. jewelers.  The silver, gold, platinum and diamonds are the same as the next jeweler's… right? 

Tiffany & Co. has a "story" that eclipses the product inside.  This story which is based on tradition, quality, workmanship and a superior customer experience is responsible for a premium margin, the highest industry averages of return customer purchases and salespeople that earn more than their peers.  Many other factors contribute to Tiffany & Co.'s success… but the Tiffany & Co. story, represented by that little pale blue box is iconic.  It "is" the brand.