A few weeks ago, I received an email from a person who wrote to me to share the advice he gave to salespeople. He had discovered that several people in the sales improvement business were conducting webinars, asking the participants to engage with…Continue Reading
The salesperson had just sent me his eighth email. The text of the email hadn't changed, except for a short line asking if I had read his earlier emails. I had indeed read his initial emails—all seven of them. I had politely responded to one of…Continue Reading
Recently, a post on LinkedIn proposed a scenario, with the author soliciting opinions as to how one would solve the challenge. The situation is pretty simple, and here is a summation: The salesperson works on a deal for months, and the client…Continue Reading
The senior sales leader said, “When I have the right team, I will train them.” The words he used betrayed his feelings about his sales team, that he didn’t feel that they were competent in their roles. He believed investing in this…Continue Reading
Why would you call on a prospective client to sell your products or services if you didn’t have a relatively well-formed theory about the problems and challenges they are almost certain to be experiencing?
How could you not know the primary…Continue Reading
It is time to get back to work, even if you are going to be required to work from home for a little while longer, and also if you have to social distance. You may have to work from behind a screen, using a video platform to provide the closest…Continue Reading