To me, a trade war is something that is drastically needed today—not as a political issue, but as a vital issue for business. Not many people understand why this is important, and the complex issues behind it. People are blaming President Trump for initiating such a thing, and others vociferously defend him. But whatever side ...
At first, this title may seem like some kind of an oxymoron. How can a business process be enjoyable? If you go and, let us say, sit and listen to a talk on business processes, you’re probably not going to come away saying, “Wow, that was really fun and entertaining! Most people would agree that ...
One of the prime components of our Network Selling model is “Win-Win.” What does this mean, and why is it so important when it comes to a sustainable series of sales relationships? Unbalanced Since the beginning of time, sales has had a tendency to be overbalanced on one side or the other—on the side of ...
Trust is a crucial principle for just about anything—running a company, having a mutual relationship, any form of friendship, marriage, children or parents. And, of course, for sales. Decline of Trust Today there is a marked lack of trust in our culture. But interestingly, back in the mid-1990s, every thought leader in the US (and ...
Empathy in Sales: The Crucial Human Touch The next article in our series on Network Selling covers a skill without which a salesperson just won’t survive in this 21st-century digital selling environment. That skill is empathy. Empathy in sales is crucial. Why is it so very important today? Simple: we’re awash in a giant overwhelming wave ...
Beginning our new series on Network Selling, we’ll start with the very first element required: respect. Not just Network Selling, but everything in civilized life begins and ends with respect as the very foundation. Every good experience, be it a social or business experience, depends on mutual respect for its success. Too often, salespeople create ...
The Network Selling Model: Vital for Today’s Sales Network Selling is a sales model we created several years ago, that expresses the ideal needed in today’s interconnected digital sales landscape. It is expressed in the graphic below: In this blog series, we will be going through each of the factors in Network Selling, fully explaining ...
Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which actually add up to happy customers. Account management is most precisely conducted through CRM. Existing accounts are the foundation and stability of a company. Moreover, it is far less complex ...
