Archive for December, 2011
I have had a number of discussions lately about how much you can prescribe or direct salespeople that are already succeeding at a high level. The concern is that by prescribing or directing them, these salespeople will be offended by suggestions…Continue Reading
There are some jobs that provide little opportunity to apply your resourcefulness, your initiative, and all of your abilities. A job in sales is not one of them. Selling well has never been easy, and it isn’t going to get easier any time soon.…Continue Reading
During an interview with the authors of The Challenger Sale, as well as during a LinkedIn exchange with Dick Ruff, we flirted with the ideas around what salespeople can and cannot be easily taught and trained.
One of the questions was “what…Continue Reading
I have personally witnessed three salespeople make three enormous mistakes this week, all of which prevented them from being hired. In this economy, there is no reason to risk losing an opportunity to work because of mistakes that could easily be…Continue Reading
Today I had the pleasure of interviewing Matthew Dixon and Brent Adamson, the authors of the new book The Challenger Sale: Taking Control of the Customer Conversation (listen to the audio above). I believe that this is one of the most important…Continue Reading