I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it … [Read more...] about How the Rubber Band Sabotages Sales Performance
Are Salespeople Still Using the Hard Sell?
When you hear a phrase like the hard sell, do you instantly think of car salespeople? Insurance? Replacement windows? No offense … [Read more...] about Are Salespeople Still Using the Hard Sell?
The Power of Smart Differentiation in Sales
In a previous article, I wrote about the one question that can help salespeople differentiate themselves from the competition. On the heels of … [Read more...] about The Power of Smart Differentiation in Sales
One Question Provides Salespeople with Instant Feedback on How Well They Differentiated
Most salespeople do not know the difference between their prospects' decision-making process compared with their decision-making criteria. What's … [Read more...] about One Question Provides Salespeople with Instant Feedback on How Well They Differentiated
Dave Kurlan's 10 Rules for Effective Sales Emails That Connect With New Prospects
They aren't personal, they aren't written well, their messages are identical, you want to delete them and I know you get these emails too. … [Read more...] about Dave Kurlan's 10 Rules for Effective Sales Emails That Connect With New Prospects
Why Coaching Causes Some Sales Managers to Hold On for Dear Life
Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to … [Read more...] about Why Coaching Causes Some Sales Managers to Hold On for Dear Life
