- Noise about changes in sales is mainly used to capture attention, making sales research a fashion business.
- While there have been real changes to how we sell, the fundamentals that create success don’t change much.
Here is what I want you to do today. I want you to log into your CRM and pull your total pipeline. Once you have the complete list of every opportunity you are currently working, I want you to note the method of prospecting that created that…Continue Reading
A lot of people mistake being busy for being productive. Crossing to-dos off a list may, in fact, mean you're productive, but as it pertains to sales, it may mean that you are incredibly unproductive.
There are only two activities that prove that…Continue Reading
You have been calling on your dream client forever. Actually, you’ve been calling a little longer than that. You finally managed to pin down the person who cares the most about what you do, about the value you create, and about the exact…Continue Reading
Very early in my career in sales, I had a sales manager who, without meaning to, taught me a lot about sales. After I was hired, she marched into my office with one of her minions, and she dropped to small stacks of paper on my…Continue Reading