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
How to Use the Your Experience with Turbulence to Overcome Resistance
We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough … [Read more...] about How to Use the Your Experience with Turbulence to Overcome Resistance
Salespeople Make This Mistake – The Dumb Question I Was Asked in a Hotel Restaurant
I pulled up to the entrance of the Doubletree Hotel, greeted Chris, and we walked into the hotel restaurant. As we approached the table, a … [Read more...] about Salespeople Make This Mistake – The Dumb Question I Was Asked in a Hotel Restaurant
Hiring Salespeople Should Not be Like a Coin Flip
For most companies, hiring the right salespeople has always been problematic. With the shortage of quality sales candidates, it's now more … [Read more...] about Hiring Salespeople Should Not be Like a Coin Flip
