Why are most sales people always selling? Why does the role call for a specific agenda to be played out when a customer is engaged with “make the sale” or ...
“Thanks so much for screwing me around. I enjoyed the customer experience and will support you forever”. Ever had a customer say this after they have been royally abused by ...
Sales success in any organization depends on finding the “imperfect leader” who displays the attributes necessary to sustain winning sales performance over the long term. Imperfect, because they DON’T have ...
Setting sales quotas is not pure science; rather it is a healthy blend of both employing standard analytical tools and imposing the broader needs of the company. These are 5 ...
In every organization there is a degree of conflict between marketing and sales. Marketing complains that sales don’t move product effectively; sales claims they don’t get the support from marketing ...
Enhancing long term sales performance doesn’t happen by exclusively focusing on better selling techniques. And it doesn’t happen by simply reorganizing the sales organization to reallocate and better focus sales ...
The sales under-promise and over-deliver tactic is dishonest. And yet you constantly hear it as a sales tactic. People generally describe it as a means to manage client expectations, but ...
Effective sales depends on building deep relationships with your customers. Intimate relationships. Trusting relationships. Long term relationships. Mutual benefit relationships. Cherished relationships. Memorable relationships. “Gaspworthy” relationships. The end game is ...
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