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
Are You Willing to Walk Away From a Prospect?
Your Next Great Sales Hire: A Former Paperboy or Papergirl
When my husband Jim told me about his first job, as a paperboy, I had to hold my sides because I was laughing so hard. At age 10, he would get up at 4 … [Read more...] about Your Next Great Sales Hire: A Former Paperboy or Papergirl
Success Warning: Is it Your Sales Team or the Economy?
It’s a great time to be in business. As I meet and speak with CEOs and VPs around the country, I learn that many businesses are enjoying a great year … [Read more...] about Success Warning: Is it Your Sales Team or the Economy?
Basketball, Sales and The Importance of a Strong Mindset
It’s time for March Madness, with the nation’s best college basketball teams battling to reach the Final Four and then, hoping to win the … [Read more...] about Basketball, Sales and The Importance of a Strong Mindset
