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
How your sales technology should support sales training
How would you feel if I told you that for every dollar you spend on sales training, you may as well be throwing 80 cents of it into a bottomless pit? … [Read more...] about How your sales technology should support sales training
Keys To Success In The New Year!
December is always ripe for prognostication and advice for success in the New Year. Pundits, consultant, vendors of Sales/Marketing automation tools … [Read more...] about Keys To Success In The New Year!
