Nov 17, 2018
Here's a question sent it be a sales person:
"My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it’s voicemail. What’s your opinion of this?"
Listen as I respond to this question.
Oct 9, 2018
Should sales people collect past due receivables? This is a nitty-gritty question for B2B sales forces. Listen as I unpack an answer.
Oct 2, 2018
This is a question from a listener on 'being the best.' My answer may inspire you. Dig into the issue of what it takes to 'be the best' at this profession.
Sep 25, 2018
It is the information age, and the way that you manage and use information can make a significant difference in your results. In this session I'll provide you some insights on how to manage information to gain a competitive edge.
Sep 18, 2018
It's the bain of B2B sales -- backorders. Our lives would be so much simpler if there were no backorders. But there are. Here's some wisdom on how to manage the inevitable backorders more effectively.