I bought the iPad about three weeks ago, hoping that it would be a device that fit soundly between the iPhone (which is an awful web-browsing and content creation experience) and a laptop (which is cumbersome to carry, especially in business…Continue Reading
Latest from The Sales Blog
There is nothing more helpful to coaching big deals than a full strategic opportunity review. Spending the time to analyze the prospect’s decision-criteria, to review how you create value for the prospect, and to review the areas where your… Continue Reading
There is almost nothing that reveals as much about a salesperson’s overall effectiveness as does their client list.
Effective Salespeople: Clients are Harder to Win and Make an ImpactWhen you review effective salespeople’s client lists, you… Continue Reading
A friend recently asked me what has changed in sales. The aim of his question was to discover what new ideas would lead to an increase in his company’s sales. I know he wanted to talk about the impact of social media and sales 2.0. But that… Continue Reading
How do you win new clients? What are the underlying conditions that precede an opportunity for you to compete for their business? It’s far easier to point out all of the behaviors that put our competitor’s clients at risk, and much harder to… Continue Reading