No one has missed the global crisis we are in right now. A crisis that caused countries to completely close their borders, caused the worst stock … [Read more...] about Seven factors that separate winners from losers in an economic downturn
How to sell when you're not a salesperson
One of my relatives is a lawyer. He recently joined a new firm and had an interesting story to tell. He’s a compliance expert, and not too long … [Read more...] about How to sell when you're not a salesperson
Our customers don’t know what they don’t know
Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer … [Read more...] about Our customers don’t know what they don’t know
How to make complex sales as simple as possible but no simpler
In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.” This … [Read more...] about How to make complex sales as simple as possible but no simpler
Can a Sales Process Help Sell Value?
Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The … [Read more...] about Can a Sales Process Help Sell Value?
How to make your sales process as compelling as a tree
There’s an Oxel tree standing beside an ancient fisherman’s shack on the Swedish island of Gotland. Although the shack is just a single … [Read more...] about How to make your sales process as compelling as a tree
