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Right now, salespeople in every industry are being confronted with what is certain to be the most unusual business environment they’ve ever seen. The massive global economic disruptions caused by the coronavirus (COVID-19) pandemic have upended the landscape in ways nobody could have predicted or prepared for. Supply chains have gone haywire, altering long-established sales ...

Continuing our series on disruption, and the “greatest disrupter of all time,” let’s take a look at the patterns that changed in the time of Jesus, and now. The mindset of the time was set in an empire that encompassed the whole known world: the Roman Empire. This empire included Palestine, where Jesus grew up ...

Many representatives will fall-down on the follow-up is that the thought brings up fear and negativity. They fear the phone slamming down, and want to avoid negative responses every way possible.  So it is only a small percentage of salespeople who tirelessly work to prevent falling down on the follow-up.  Instead, they view the process ...

With COVID-19 becoming pandemic globally, the discussion on loneliness has hit the limelight once again. Loneliness has become an epidemic globally with an increased number of people especially elders encountering this challenge. My heart goes out to the people who are infected with coronavirus and their families and to those who lost their employments. In ...

Discounting gets a bad rap. Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Discounting is a Sure Sign of Sales Failure, proclaims one recent headline. Other titles are similarly dismissive: Salespeople Who Give Discounts Are Not Salespeople. It’s easy to get cowed into ...

The sales department sits at the center of a company’s ability to generate revenue and grow. Small and medium-sized businesses depend critically on their sales departments in order to compete against the competition. With competition being so fierce these days, SMEs must use all the best available tools and strategies. This is particularly true for the ...

Before we were so rudely interrupted by covid19, I had begun a series on the vital subject of disruption in commerce and how it changes history. The greatest disrupter in history was likely Jesus of Nazareth, whose brief “career” disrupted and altered the course of history for the following 2000+ years. If we set aside ...

The term “trusted advisor” has become a hot topic in the sales world. Being a trusted advisor is seen as the ultimate role for a salesperson, and thus, people strive to be labeled this coveted term. However, many salespeople don’t entirely know what that means or don’t know how to qualify when you have actually ...