Latest from The Sales Blog
You praise people in public, and you reprimand them in private. By reprimanding them in private, you prevent them from being embarrassed, from having to defend themselves, and you demonstrate to those in your charge that they are going to be…Continue Reading
The money that your prospective client takes out of your pricing is money they are taking out of the outcomes and results they are trying to produce.
Your prospective client doesn't realize this is what they are doing. They don't understand that…Continue Reading
Because the salesperson hasn’t been trained, developed, coached, and led, the sales manager who is responsible for their success takes a step to the left, ensuring the outcomes they need by becoming the super-closer, thereby vacating the role of…Continue Reading
There are those who would separate us based on our identities. This one is a man, and that one is a woman. This one is black, and that one is white. This is one is an immigrant, that one was born here. This is one is gay, and that one is straight.…Continue Reading