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
It is increasingly difficult to make sense of the intricate, complicated, and sometimes convoluted, tangled mess that is business today. Globalization and the flattening of Earth have eradicated abject poverty for much of the world, and in doing…Continue Reading
Prospecting is difficult when you don’t have a well-developed plan. The more specific you are about what you need to do and block the time to do it, the more effective you will be at creating new opportunities, building your pipeline, and…Continue Reading
Both you and your prospective client have something at risk as you enter into the sales conversation. It can feel as if you, the salesperson, have much at risk at each stage of the process. The truth is that your contacts have as much—and…Continue Reading