There are all kinds of ideas about how you should open a sales call. Some people believe that you need to build rapport before you focus on the purpose of your call. Others believe that you should save the rapport building until the end of the…Continue Reading
There is nothing more helpful to coaching big deals than a full strategic opportunity review. Spending the time to analyze the prospect’s decision-criteria, to review how you create value for the prospect, and to review the areas where your…Continue Reading
There is almost nothing that reveals as much about a salesperson’s overall effectiveness as does their client list.
Effective Salespeople: Clients are Harder to Win and Make an Impact
When you review effective salespeople’s client lists, you…Continue Reading
A friend recently asked me what has changed in sales. The aim of his question was to discover what new ideas would lead to an increase in his company’s sales. I know he wanted to talk about the impact of social media and sales 2.0. But that…Continue Reading