Long-term clients are things of beauty. Hard-earned and highly profitable. It’s a noble goal, for sure, winning and keeping these treasured assets that deliver streams of revenues and profits fueling ...
H2 is here and it’s not a midsummer night’s dream. It’s real. Of course, you can dream of a second half so strong that it drives your numbers up, salvaging ...
In the global sales community, the consensus seems to be that things are much better than in the early days of post-COVID but that deals seem to take longer and ...
I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts. As is true of so much in selling, it’s all about pain – the driving ...
We’ve all faced the challenge. Our new major account prospect feels good about our solution as it directly addresses their needs and pains. We’ve gained significant competitive advantage over the ...
In selling, we’re keenly focused on telling prospects and clients what we can do. Showcasing our products and services in the best light possible is, of course, key to successful ...
Remember the days when sales managers routinely scolded sales reps for being in the office? The orders were “Get out of here and go see your prospects and clients!”, “Make ...
In sales, 2022 is long past. Your accomplishments of last year, which ended just a few weeks ago, might as well be ancient history. We all laugh about selling’s time-worn ...
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