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!
Why you should stop spending so much on technology
In almost every industry, technology spend continues to increase year over year, and sales is no exception. Currently, some companies spend more than … [Read more...] about Why you should stop spending so much on technology
Sales Process and Why So Many Salespeople Lose Their Way
Recently I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines … [Read more...] about Sales Process and Why So Many Salespeople Lose Their Way
