As we move into the first quarter, many of us are focused on and excited about our goals for the year – whether they’re personal, … [Read more...] about How to Set 2020 Goals Your Team Will Actually Meet
A Tale of 3 Squirrels and Their Human Counterparts in Sales
It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else. Speaking of … [Read more...] about A Tale of 3 Squirrels and Their Human Counterparts in Sales
Why won't your salespeople do what they know to do?
Sometimes, poor sales performance is due to a lack of skills or knowledge. But sometimes, salespeople know what to do, they know how to do it, and … [Read more...] about Why won't your salespeople do what they know to do?
Stretching your customer's value gap
Whenever your customer sees little meaningful difference between their current situation and their future potential, they will be inclined to stick … [Read more...] about Stretching your customer's value gap
Are we calling our customers by the wrong words?
Every sales professional knows better than to make the cringe-worthy mistake of calling a customer by the wrong name. But it occurred to me recently … [Read more...] about Are we calling our customers by the wrong words?
The Harder the Questions; The Easier the Sale
Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they … [Read more...] about The Harder the Questions; The Easier the Sale
