Last week we moved our son into his dorm to begin his freshman year of college. The college President's opening remarks were virtual, so we joined the … [Read more...] about 15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter
Relationship Selling
4 Secrets to the One-Call Meeting: Your Powerful Referral Program
Isn’t your team tired of cold calling? It takes roughly eight touches for sales reps to reach cold prospects. Is that how you want your sales … [Read more...] about 4 Secrets to the One-Call Meeting: Your Powerful Referral Program
The 14 Lies Preventing Salespeople From Getting Their Prospects into a Buying State of Mind
Most lies are truths to the people who state them. Take climate change for example. Climate change is clearly a real thing. The planet has … [Read more...] about The 14 Lies Preventing Salespeople From Getting Their Prospects into a Buying State of Mind
The Top 8 Requirements for Becoming a Great Salesperson
If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without … [Read more...] about The Top 8 Requirements for Becoming a Great Salesperson
New Data Shows How Relationships and the Need to be Liked Impact Sales Performance
In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales … [Read more...] about New Data Shows How Relationships and the Need to be Liked Impact Sales Performance