Selling is a complex, dynamic, human interaction. Most people—including most salespeople—don't find it to be easy, starting with the first commitment, the commitment for time to explore change. Most organizations leave their sales force to…Continue Reading
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Now that many people are working from home, there is a greater need than ever to be your own boss. There is no one there to provide you guidance, and even though we have tools and technology that can help us stay connected to our peers, including…Continue Reading
You don't want to be a vendor. The word suggests that you offer something for sale, like a vending machine. You also don't want to be a preferred vendor, even if that means your dream client gives you more of their business than someone else.
There is a push for more people to work from home, the proponents suggesting it is better for the company, better for the employee, and better for the quality of their outcomes. They suggest that people who work from home have fewer distractions,…Continue Reading
Forces hiding in the shadows are now making moves that threaten you. Anonymous sources are reporting on their actions and plans, offering you a warning, and suggesting that you prepare yourself for a very different future, one that isn't going to…Continue Reading
What you communicate to your clients says a lot about what kind of salesperson you are. The things you believe your prospective client is going to be interested in, and what you think they’ll find compelling is a window into what they can expect…Continue Reading