Your One True Strategic Objective In Sales
Sales is a blood sport. It is a zero sum game; somebody wins and somebody loses. Because this is true, it is easy to lose sight of your one true strategic objective in sales. (more…)
Tag: better outcomes
Discovering the Ground Truth
The ground truth is information that is gathered on location, rather than from up above. The military uses this idea to describe the tactical realities on the ground in contrast to what their reports or briefings may have provided. It stands for…
Continue Reading5 Ways Salespeople Can Improve Their Change Management Skills
1. Identify and Build the Team
In many cases, salespeople lose more deals to the prospect deciding to take no action than they lose to competitors. Selling is always about change, and change is scary. Making the case for change in any…
Continue ReadingChange Management: The Ability to Help Others Improve
Businesses are made up of people, and change management is a people process. As such, change management requires many of the skills and attributes already identified in this series, including optimism, initiative, resourcefulness, determination, Continue Reading
