Last week I had a lunch with a new salesperson. This is his first real job, and his first job in sales. I asked him about his new job, and he told me he was doing okay, but that he could be doing better. I then asked him if he was getting the time, the attention, the ...
“You can’t succeed without following your sales process.”
We are all busier than we have ever been. We are being asked to produce greater results with fewer resources. We are also ...
Merry Christmas and Happy Holidays!
File this under “staying out of operations.”
A couple nights ago I was speaking to a friend on the telephone. She told me a story about a consultant that won a big ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
There are two sets of problems that salespeople face in producing results. Salespeople get the two sets of problems ...
Your sales results are the consequence of the choices you make. There are three fundamental choices that determine your ...
There is really only one motivational speaker that can help you produce better results and live a happy and fulfilled life.
The quality of your workweek and your effectiveness is determined by the questions that you ask yourself—or fail to ask ...
Some salespeople are fearful to ask their prospective dream clients how much they spend in their category early in the sales ...
Last night I had the terrible misfortune of flying home while sitting across the aisle from two women who were “talking.” ...
You are thinking about next years goals, right? All you have to do is make three lists. That should be easy enough, right?
The holiday season can be a tough time for salespeople. Many of their clients and prospects take time off, and the ones that ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
In larger, more complex sales, it isn’t likely that there is a single decision-maker. It’s more likely that major decisions ...
Over the past few months, I have witnessed more and more companies moving away from price as their dominating ...
Your clients need you to bring them the next big idea. They need you to be a strategic advantage and to help to propel their ...
You have a choice as to what your clients know you as.
I have had a number of discussions lately about how much you can prescribe or direct salespeople that are already succeeding ...
