Do you drive at the speed limit, the fastest speed you can get away with, the slowest speed you can get away with, or are you an 85th percentile … [Read more...] about New Data Reveals a Magical New Score for Sales Effectiveness
A Tale of 3 Squirrels and Their Human Counterparts in Sales
It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else. … [Read more...] about A Tale of 3 Squirrels and Their Human Counterparts in Sales
How Sales Coaching Utilizes a Quid Pro Quo
Quid pro quo is all the rage. The news networks are pointing to and from quid pro quo and arguing whether it was or wasn't implied. … [Read more...] about How Sales Coaching Utilizes a Quid Pro Quo
Sales Process and Why So Many Salespeople Lose Their Way
Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the … [Read more...] about Sales Process and Why So Many Salespeople Lose Their Way
What is the Sales Stack and Do You Need it?
You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you? You needed a case to carry it … [Read more...] about What is the Sales Stack and Do You Need it?
Elements of an Effective Elevator Pitch
Why is your favorite sports team better than my favorite team? Why do you like your political party instead of mine? Why are you so loyal to the make … [Read more...] about Elements of an Effective Elevator Pitch
