Archive for March, 2014
Every week I get email from readers asking me what I believe to be “the right sales process or methodology.” I have written and developed my own sales processes and methodologies, and I have helped to develop both for some of my clients.
Here is…Continue Reading
Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here]
Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes…Continue Reading
You can’t create breakthrough results in a short period of time. But you can take the first step of many right now. You can step onto the path and make a little progress.
You can’t achieve major goals as quickly as you would like. But you can…Continue Reading
I spoke to five different sales organizations in January this year. Three of these sales organizations were engaged in a sales transformation. I want to describe the difference between one of those organizations and the two others.