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To wrap this series of articles on lockdown reflections, I’m going to refer back to something I’ve referenced many times. Austrian economist and management scientist Fredmund Malik says that we are in the greatest transformation that history has ever seen. And we’re not in the early phase of this transformation—we’re already well into it. Malik ...

The essence of selling is to provide customers with solutions all while generating income for your business. So, if you are spending too much to convert a single lead, then you should try to reduce your sales costs. There are strategies that can help you maximize your sales efforts and increase your cash flow. It ...

Artificial intelligence is steadily spreading to all fields where handling enormous amounts of data is a must. In the sales world, it contributes to both smart automatization and largely increased forecasting and analytical capabilities. Making some processes automatic enables human workers to perform more meaningful, important, and creative tasks that would otherwise receive only a ...

“Thousands of candles can be lighted from a single candle, and the life of the candle will not be shortened. Happiness never decreases by being shared.” ―Buddha Life is full of uncertainty. Nobody can predict what happens next. Most people are scared of uncertainty and worried about their future. They must understand that uncertainty is ...

Most salespeople believe they are ethical and committed to customer success. Our mantra: “Treat customers like you would like to be treated.” If we could, we’d brush our teeth thrice daily with these words. Unfortunately, companies worshipping at the Maximize Shareholder Value altar have trashed and trampled this ideal. Wells Fargo, VW, and Purdue Pharma come to ...

A series of actions when you are trying to sell on a prospect is called sales cadence. It includes all your attempts to contact a prospect like phone calls, voice mails, emails, and social media interactions. Sales cadences are very important as they give sales representatives a system that they can follow when they are doing ...

The moment a salesperson is provided an account base for new and existing clients, the pressure begins to mount.  New representatives focus on the learning ahead plus the pressure to meet their quota.  Stress heightens, and the thought of communicating the sales success triangle fades away quickly. What is the sales success triangle? The salesperson ...

The Only Way Out of the Lockdown In the aftermath of this crisis, there will be millions of words written, quoting statistics, attempting to analyze exactly how it all came about, and what could have been done differently. Did we take the right strategy? Was it correct or incorrect? There will be tremendous debates over ...