You finally land an appointment with that coveted, ideal-fit prospect. Congratulations. Now the real work begins. We’ve all heard phrases … [Read more...] about Five Ways to Blow a Sales Call in the First Five Minutes
Necessary Sales Endings – Which Salespeople Should Exit Your Sales Bus?
We’re almost halfway through 2018, a good time to evaluate what’s working or not working in your sales organization. One of the first things to … [Read more...] about Necessary Sales Endings – Which Salespeople Should Exit Your Sales Bus?
Two Types of Salespeople to Avoid
“Tell me who your friends are and I will tell you who you are.” This popular phrase has been attributed to Confucius. No, he wasn’t … [Read more...] about Two Types of Salespeople to Avoid
Sales “Death by Inches” is Afoot When You’re Complacent
Joe Marciano, an assistant coach with the Tampa Bay Buccaneers under head coach Tony Dungy, had a saying that always resonated with the latter: “Death … [Read more...] about Sales “Death by Inches” is Afoot When You’re Complacent
The Two Skills Your Sales Team Might Be Missing For Effective Negotiation
What can a person learn about sales from a former FBI hostage negotiator? Quite a bit, it turns out. I am reading Chris Voss’s book, “Never Split the … [Read more...] about The Two Skills Your Sales Team Might Be Missing For Effective Negotiation
Sales Teams: The Competition is Outside the Building, Not Inside the Building
Effective sales leaders always seek ways to grow consistent and sustainable revenues. Sometimes it’s as simple as making sure your sales team … [Read more...] about Sales Teams: The Competition is Outside the Building, Not Inside the Building
