Risk Taking and Decision Making in Sales Risk taking and decision making are key parts in the context of selling and sales. The goal for everyone is to make the best decisions and right decisions to get where you want to go, as quickly and efficiently as possible. Sometimes, it requires risk-taking activities in order ...
Justin Cohen’s New Book: Step #3 “Optimism” Moving right along with the key steps of the formula to win, step 3 is optimism. “I am optimistic that this is going to be an important part of the pitch to win process,” joked Justin Cohen, who was interviewed by John Golden on his six-step formula to ...
One of the biggest issues in any sales organization is the lack of congruency between what the overall sales strategy says and what salespeople do every day. Indeed the same issue is similarly at play between the sales plan and the plan for the entire organization. The strategy says one thing and not only do ...
What Selling Behaviors Would Change if You Worked Straight Commission? When I started my sales career, I was a commission only salesperson. I wouldn’t classify this as a gentle transition into the selling world, but it definitely made me work. Not having a base salary is a really great way to learn and develop positive ...
Justin Cohen’s New Book: Step #2 “Team” The next stage of the six-step process of pitching to win is the second “T” part of the TTOPPS acronym, which stands for a team. Justin Cohen explains how vital a cohesive team is for pitching in this discussion with John Golden. Watch the video to learn more, ...
In my days as vice president of marketing at several technology companies, I distinctly remember how difficult it was for my team of marketing professionals to command the respect of the salespeople in the company. No matter how much product knowledge we had, that wasn’t enough. We were finally successful in doing so, but only ...
Accountability in sales is crucial, yet it’s often neglected. We’re all great at finding excuses. We can always find outside forces to back up our struggles. But who do excuses ultimately serve? In the end, excuses only hurt the people making them. We have to look at ourselves, and how we can take responsibility and put ...
Pitch to Win 6 Step Formula by Justin Cohen Justin Cohen has a new book that details the formula for pitching to win. He uses the acronym of “TTOPPS” to explain each of the six steps that when combined will teach salespeople how to improve their pitching. Each week, John Golden will explore one of ...
95% of business don’t know what their competitive advantage is. This shocking statistic means that the vast majorities of companies are not promoting and utilizing their top skill sets that customers want, and are likely losing out on revenue. Jaynie Smith discusses competitive advantage with John Golden. This expert sales interview explores competitive advantage with ...
Why Lessons Learned Customer Meetings Always Offer a Strong ROI Your Return on Investment for Retrospectives Retrospectives, sometimes called a win/loss analysis, are powerful for the following reasons: Done correctly, you can uncover the real buying criteria and decision process. Since the sale is behind you, but still fresh in everyone’s mind, it’s a perfect ...
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