Latest from The Sales Blog
Many salespeople start conversations with a prospective client by sharing information about their company, outlining their company’s products and services, or even just talking about themselves. But with very few exceptions, leading with those…Continue Reading
When you get desperate for sales, you start to behave badly. You may believe that your desperation is invisible, but your contacts will recognize that something is off: you become too aggressive in your approach, pushing for opportunities that…Continue Reading
Most people start the day wading through email, searching for what they might do next and allowing other people’s priorities to drive their actions. Their work is not active but merely reactive, as they wait for some external force to move them.
In the 1950s, a student of psychotherapy at an English hospital studied relationships between the therapist and their patient. The student noticed that the patient wanted the therapist to be in the "one-up" position in the relationship, possessing…Continue Reading