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Successful salespeople stand apart from their brethren when it comes to providing the kind of customer service that keeps customers coming back for more — and paying for it. In fact, the salespeople who are on the top of the heap don’t differentiate between sales and service; they see mind-blowing service as a critical enabler ...

Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” and “serve the customer.” I’ve heard many anecdotes to explain a top producer’s ascent to the pinnacle. Curiously, one that never gets mentioned is “I conform to the sales process.” This lack of ...

This is my last in the series of lessons from the greatest salesperson there ever was—Jesus of Nazareth. And this one deals with a topic at the forefront of today’s sales education: being customer-centric. Jesus set the very first example of this vital sales quality. Disclaimer: In this series, we’re examining the sales techniques of ...

The 8 Characteristics of Sales Leaders That Make the Difference Between Success and Underperformance The average tenure of a head of sales today is approximately 18 months, one of the shortest durations in history. In large part, this high turnover is driven by an aggressive search for top-line growth. When a sales leader isn’t delivering ...

With this article, we continue our series of lessons from Jesus of Nazareth. Again I’ll provide my disclaimer: we’re examining the sales techniques of Jesus of Nazareth, the greatest salesperson of all time. This doesn’t mean I’m taking a jaded view of Jesus and only characterizing him as a salesperson. Nor does it mean I’m ...

There’s a ton of articles out there providing guidance on what it takes to be a great leader. They speak of characteristics such as vision, passion, and communications which are applicable to leaders responsible for any type of organization. For example, they would apply equally as well as a marketing leader, the leader of an ...

With this article, we continue the series of lessons we can learn from Jesus of Nazareth. Again I’ll provide my disclaimer: With this series, we’re examining the sales techniques of the greatest salesperson of all time—namely Jesus of Nazareth. This doesn’t mean I’m taking some kind of jaded view of Jesus, and only characterizing him ...

Technology is advancing at a breakneck speed in almost every single discipline, which means regular sales personnel are at risk of becoming obsolete. Companies now need people who can present the benefits and features of highly specialized products. Unfortunately, many of these products are beyond the comprehension of those without at least some background in ...