Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to … [Read more...] about How to Know if You Are You Really Selling Consultatively
How Top Salespeople Anticipate and Manage Resistance
Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, "The art of selling involves … [Read more...] about How Top Salespeople Anticipate and Manage Resistance
The New Salesenomics
Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas … [Read more...] about The New Salesenomics
The 14 Lies Preventing Salespeople From Getting Their Prospects into a Buying State of Mind
Most lies are truths to the people who state them. Take climate change for example. Climate change is clearly a real thing. The planet has … [Read more...] about The 14 Lies Preventing Salespeople From Getting Their Prospects into a Buying State of Mind
10 Reasons Why Salespeople Hallucinate
I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I … [Read more...] about 10 Reasons Why Salespeople Hallucinate
Dave Kurlan's 23 Steps to Improved Channel Sales
When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both? … [Read more...] about Dave Kurlan's 23 Steps to Improved Channel Sales
