Salespeople should consider two categories of strengths and weaknesses when working to improve their effectiveness. The first category includes character traits like integrity, candor, curiosity, discipline, and initiative. These character traits are critical to success in ...
Every sales leader and their team has the primary sales objective of increasing their revenue. To achieve that, different ...
There are many variables that might influence the outcome of a deal. You might have the exact idea your client needs at the ...
When people are quietly quitting, working from home, and avoiding the office, it's important to make sure your culture isn't ...
The profession of sales continues to evolve. Over time, the role of the salesperson has been sliced into two different ...
Some time ago, I received an email from a salesperson. He introduced himself, mentioned his company, and included four links ...
If you or someone you know has sales call reluctance, you have come to the right place. I am perfectly qualified to help you ...
There is a new conversation starter in B2B selling. It is more effective than other, older conversations because it respects ...
If you look at any leader with a high-performing team, be it a college football team, an orchestra, or a sales organization, ...
Lifetime value is what you expect a client to spend with you over the course of your relationship. Let's assume a large ...
A trigger event is something that forces a company to change. For example, at the time of this writing, the Federal Reserve ...
There are two ways to describe what a sales manager does. One is to look at the outcomes they are responsible for creating. ...
Pricing power refers to a company's ability to set and increase prices without significantly reducing demand for its product ...
At the start of each year, the sales manager is given a sales quota, which is the total of their salespeople's individual ...
The salesperson working for a small company may worry they have too little sales collateral, while those who work for very ...
Time is your finite, non-renewable resource. While it may feel like your time is renewed each day, it’s important to ...
Many salespeople score poorly because the client doesn’t find their conversation valuable. Your prospective client will ...
I am not a researcher. What I know about sales comes from my experience selling. At age 13, I delivered newspapers and got ...
Salespeople typically have a list of factors that they believe influence their success in individual sales. For example, ...
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 ...
