This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last … [Read more...] about Six Overlooked Factors When Hiring Salespeople
The 21-Day Solution for the Toughest Sales Weaknesses
About a year ago, I wrote a very popular article called, Persistence Over Polish, where I discussed the competencies that the top 10% of all … [Read more...] about The 21-Day Solution for the Toughest Sales Weaknesses
How the Rubber Band Sabotages Sales Performance
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
