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Effective people are those who can look at a problem and say, “how can I solve this?” They move through life with an attitude that gets them through every obstacle in their path simply because they have the ability to meet challenges head-on, look for solutions, and solve problems. Some of the most effective problem ... Read Post
With the advance of Social Media to new dizzying heights, today’s sales world brings many new challenges to sales people. Salespeople must understand social media, and more importantly, how to prospect within it. That means a salesperson must become an expert on who the buyer is exactly for the product or service they are selling ... Read Post
Are sales and marketing equipped to evolve and change? Let's take a look at this through the lens of psychology. Read Post
For sales today, a mindset is at least as important as a skillset, and I refer to this mindset as social intelligence. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility, individuality and security. Now let’s take up a very important quality: freedom. Salespeople and Freedom Many salespeople ... Read Post
What are the mechanics of delivering an effective sales pitch? It’s the wrong question; no one should aspire to be great at delivering a pitch. A pitch is one-sided. A pitch is about the salesperson and what they have to sell. The benefits of the pitch are asymmetric and favor the salesperson. The appropriate question ... Read Post
The challenge of trust and identifying trust criteria. Read Post
In today’s world in which a buyer can totally bypass the traditional buyer/seller relationship, sourcing product or service information directly online, the requirement to restructure your sales force to match up with these buying patterns has become even more crucial. In their excellent book Rethinking the Sales Force, Neil Rackham and John De Vincentis explore ... Read Post
Janice Mars advises you to better engage with your customers by seeing things through their lens and putting yourself in their shoes. Read Post
