Salespeople typically have a list of factors that they believe influence their success in individual sales. For example, many salespeople believe that salesman success comes from working for a big, well-known company or selling an exceptional product. One factor salespeople ...
You never hear the head of the accounting department ask about how to motivate their accounts payable clerks to pay the ...
Senior sales leaders often complain that sales training doesn't work. There are several reasons why they might be right, but ...
The Oxford English Dictionary offers two definitions for productivity. The first is "the state or quality of being ...
To understand how to talk about your features and benefits, you must start by identifying the level of value the stakeholder ...
Salespeople are a superstitious bunch. There are those who believe Monday isn't a good day to make cold calls, and there are ...
It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and ...
You don't hear a lot about social selling anymore. Its promise was that every salesperson would reach their goals by simply ...
When distinguishing sales leaders from sales managers, titles do not tell the whole story. It is possible that a person with ...
You've finished your discovery process and collaborated with your contacts on what they need. You've also done your best to ...
A long time ago, I noticed that the contacts I called on were not always interested in the meeting they had accepted. The ...
The answer to the question, "Can you teach me how to sell?" is “Yes, I can teach you how to sell.” But the answer is also, ...
In personal or professional development, you can’t cheat. To improve yourself or your teams, you must do the work. The ...
Sales leaders need to know their team has enough of the right opportunities to reach their goals. They also need visibility ...
Selling is a craft. It's a performance. It's also a bit of a mystery. Why is it that two salespeople who work for the same ...
A salesperson walks into a prospective client's office alone. They engage in a conversation with a contact or several ...
Sales Leaders and Sales Managers invest in many things they believe will improve their results. Many, if not most, of these ...
The idea behind needs-based selling is knowing what your client needs. Once you understand the client's needs, you position ...
In the sales world of the past, you would have made a single cold call to a prospective client. Most of the time, you failed ...
A cold call is any call you make to a prospective client who isn’t expecting to hear from you. Some percentage of ...
This post is an adaptation from Leading Growth: The Proven Formula for Consistently Increasing Revenue. You can preorder ...
