Archive for May, 2013
Adapted from an old fable.
A new salesperson beginning his first day of work turns and asks an old, veteran salesperson about his new job. He says, “What’s it really like here?” The veteran salesperson says, “What was it like where you…Continue Reading
This note comes in today's mailbag:
James writes, “I have a hard time closing the sale. I struggle between wanting to be passive and carefree about the deal, and being too aggressive, and then worrying about losing the sale. I have the skills…Continue Reading
Each of these four imperatives ensures that your sales force is effective at the individual level. They’re all necessary to building and sustaining a high performing sales force.
A Prospecting Plan that Opens Opportunities: It’s one thing to…Continue Reading
Heroes don’t get to choose their wars. They don’t choose their fights. Most heroes would prefer not to have to fight at all. But they fight anyway.
Heroes don’t want to leave their loved ones to travel across the world to fight. They don’t…Continue Reading