Apr 19, 2019
Business to business sales people often make the same mistakes. Most are not even aware of them. In this series, I’m going to describe the five most common mistakes sales people make, and provide a step-by-step format for overcoming them.
Apr 5, 2019
The idea of entertaining your customers is often a after-thought for many sales people. From my experience, strategically entertaining your customers is one of the best things you do. Join me to unpack this issue, and gain several ‘how-to- tips.
Mar 13, 2019
We all know it -- customers have less time to see salespeople today than ever before. They have too much to do and not enough time in which to do it. That makes the job of the field sales person much more difficult. That's why the 'value-added sales call' is so important. Dig into this new challenge with...
Mar 1, 2019
How do you sell when the competition has exactly the same product? Are you reduced to being the low price? Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and resort to discounting. Here’s a proven, effective approach.
Jan 25, 2019
The heart of sales is the sales opportunity. Increasing the number of sales opportunities bring greater sales. Let's dig into this issue together.