Not by the hard sell that’s for sure. When you flog a product or service at them with heavy pressure tactics, they run for cover; they don’t lean in to ...
I have had the opportunity to lead many types of organizations over my 33+ year career and there is not a more hectic and volatile one than sales. Consider the ...
Many sales pundits define 7 stages of the sales cycle, with closing a deal being defined as the end of the cycle. To most salespeople “the close” represents the welcomed ...
The world of sales is complicated and noisy. Customers demand competitors attack, leaders preach and pundits natter. Too many people “splash and spray” too many messages and demands us through ...
Often the best mentors come from the most unlikely places. There are strong parallels between what Grandma does, the priorities she lives by, and the skills necessary to be a ...
What makes one salesperson better than another? Quite frankly I am tired of the same old preachings of “micro-sales” techniques intended to enhance sales “efficiency.” There is little discussion on ...
When do you know a shift is occurring that will significantly alter the competitive landscape and terms of play? How can you spot the signs? Some people lead a shift ...
The sales herd is crowded with salespeople all trying to practice similar sales techniques and apply similar tools. Some are more competent than others and gain a temporary advantage. I ...
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