I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who … [Read more...] about New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople
Improve Your Win Rate and Shorten Your Sales Cycle by Doing This
In September I wrote this article on the difference between asking good, tough and great questions. I included examples all three types of question in … [Read more...] about Improve Your Win Rate and Shorten Your Sales Cycle by Doing This
Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling
Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote … [Read more...] about Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling
3 Tweaks to Your Sales Approach Are Steps Toward Sales Greatness
Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour. You very slowly … [Read more...] about 3 Tweaks to Your Sales Approach Are Steps Toward Sales Greatness
Persistence Over Polish – What the Top 10% of All Salespeople Do Better
The best athletes in the world know exactly how they do the things they do that make them so great. In addition to their God-given talent, they … [Read more...] about Persistence Over Polish – What the Top 10% of All Salespeople Do Better
10 Ways to Determine if Your Sales Prospect was Engaged
It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past … [Read more...] about 10 Ways to Determine if Your Sales Prospect was Engaged
