The prevailing faux wisdom in the world of sales insists that we are never going back to face-to-face meetings with clients. One senior sales leader recently explained to me that his inside sales force was doing so well that he had decided to have…
What someone else does to succeed has no bearing on what you have to do to succeed.
You might need to make 80 dials to produce the number of appointments that result in the number of opportunities you need to reach your goals. For whatever…
A checklist of things you need to provide your sales force.
A Great Sales Manager who Leads: Every salesperson is owed a great sales manager to lead them. You should expect any salesperson who isn't provided with a leader to fail, and it…
Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length…
There is too much anti-phone sentiment in the world of social media. Social selling is good. But the telephone is better. Here are nine reasons you need to pick up the telephone today.
Your emails have gone unanswered. They have gone unanswered,…
Anonymous wrote to me to ask me which sales process or methodology I use. She’s asking this question because she wants to know what she should adopt and her sales practice.
I don’t know anything about Anonymous or her business, so it would be…
Your dream client has expressed their wishes. They’ve told you what they want to do, and it decreases the odds of your winning. The challenge is that by allowing them to control the process you massively increase the odds of losing the…
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