The sales manager was speaking to his young business development representative about his results and his activity. The results weren’t there, and the activity was low, and certainly lower than the sales manager expected. When the sales manager…Continue Reading
A lot of people mistake being busy for being productive. You might get to cross 15 things off your To-Do List, but unless these items are directly related to sales, chances are you are being incredibly unproductive. Productivity is a measurement…Continue Reading
There are as many or more ways to lose deals than there are ways to win them. One way to lose, but likely not the most common, is to be outsold by a competitor. Fair enough, you have been on both sides of that story. However, the most common way…Continue Reading
The idea that one should “stop selling” and “start helping their clients produce better results” is to pretend that the first conflicts with the second the truth is that the first is one way to describe the second.
A directive that suggests that…Continue Reading