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
Building a Strong Sales Culture Is Everyone’s Job
Sales leaders have the responsibility of establishing great sales cultures. Great leaders set the tone and environment for how their sales team … [Read more...] about Building a Strong Sales Culture Is Everyone’s Job
Is Your Sales Manager Creating Turnover?
You are a CEO or business owner that is frustrated with the revolving door in your sales department. Turnover is costing time because you’re … [Read more...] about Is Your Sales Manager Creating Turnover?
3 “Old” Questions You Should Ask During a Sales Call
I am tired of hearing salespeople, sales managers, sales gurus and pundits say, “Consultative selling is dead.” No, it isn’t. It’s alive and well … [Read more...] about 3 “Old” Questions You Should Ask During a Sales Call
3 Tips for Unseating the Incumbent
You’ve had a prospect on your target list for months, but can’t crack the code to unseat the incumbent vendor. And what’s really frustrating is that … [Read more...] about 3 Tips for Unseating the Incumbent
