Jan 30, 2020
“When do you give up on trying to see an account?” There is no one definitive answer, but there are six specific practices that you can apply to gain that first meeting with a prospect.
Jan 23, 2020
This is one of those pieces of conventional wisdom that no one seems to question: “It’s good to be passionate about your product.” Like so many of these conventional myths that ingrain themselves into our psyche, this one has the potential for frustrating countless thousands of salespeople, sales managers...
Jan 16, 2020
Good salespeople are not good talkers. Rather, they are good listeners, good thinkers, and hard workers. Good talkers generally make mediocre sales people.
Jan 9, 2020
Over my 35 years of helping B2B sales forces to sell better, I have noticed a certain set of beliefs that crop up pretty regularly. These are unquestioned beliefs that serve to hinder a salesperson’s performance. This is the second in a series where I expose those beliefs: Good salespeople are good problem...
Jan 2, 2020
Over my 30 years of experience working with B2B salespeople, I have discovered that there are certain common beliefs that most sales people never question, and yet which hinder their performance. In this first of series, I identify and discuss one of the most common: "I must believe in a product in order to sell...