Twenty years ago, I told my family I wanted to buy a piece of bare land and build a house on it. My wife thought I was crazy. … [Read more...] about If the right thing doesn’t exist… make it!
An Easier Way to Coach Salespeople – For a While
One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same … [Read more...] about An Easier Way to Coach Salespeople – For a While
5 ways your salespeople are failing your prospects
How many sales have you lost even though you knew you were the best choice for the customer? … [Read more...] about 5 ways your salespeople are failing your prospects
AI And Sales, What We Misunderstand
Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We … [Read more...] about AI And Sales, What We Misunderstand
How to improve sales education with technology
According to the Sales Education Foundation, on average, graduates of academic sales programs ramp up 50% faster than their peers without a … [Read more...] about How to improve sales education with technology
The sales methodology that outperforms all others
Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, Sandler, Solution … [Read more...] about The sales methodology that outperforms all others
