Dec 24, 2018
Here's my response to this question:
Help! I’m so frustrated. I just attended a “sales training” program that never addressed the real issues that I have to deal with every day. What causes me problems is not my lack of sales ability, it is my company’s back orders, the lack of responsiveness and competence...
Dec 21, 2018
There are some fundamental principles and practices of negotiations that every B2B salesperson should master.
Dec 18, 2018
Every B2B sales person has to deal with the unpleasant task of communicating price increases to the customer. Here's one big issue to keep in mind.
Dec 17, 2018
At its most fundamental level, business is always and only about three things: Money, people and systems.
There is a huge body of content revolving around money in business.
When it comes to people, as an element in business, there is an equally impressive body of knowledge and infrastructure....
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.