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.
Jan 24, 2019
This is one of those nuances that the very best sales people grasp, but the bulk of sales people never catch ~ positioning yourself in the mind of the customer to viewed as someone of competence and integrity. Join with me to dig into it.
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.
Sep 15, 2017
We all have them -- accounts that never do business with us. The natural tendency is to ignore them and move on. However, they can turn into significant income streams for years. The trick is knowing how to sell to them.