Nov 21, 2019
Why is it so difficult to change our behavior? Why are managers and leaders frustrated in trying to help people do better and sell better? The stealth cause is an aspect of human nature that is rarely acknowledged and even more rarely overcome. I’m drilling deeper into the issue and offering some...
Nov 15, 2019
Every profession produces a set of best practices. Despite the excuses we make for ourselves, what is true for every other profession is also true for sales. There are best practices for salespeople and the best salespeople study them, and embed them into their routines.
Nov 8, 2019
It is the information age, and effective sales people and sales organizations understand the value of collecting good information about their prospects and customers. Good information leads to good decisions. Sales Potential is one often neglected piece of information that every sales person needs to collect.
Nov 1, 2019
B2b sales is long-term endeavor. Some accounts take years to develop, and some buyer-seller relationships last for decades. Investing in a long-term reputation is, then, a wise choice. Here’s one of the best things to do to build that reputation.
Oct 18, 2019
Dealing with an angry or difficult customer is challenging for everyone. The stakes are huge, and the emotions can often get out of control. Here are nine proven tips to help you handle the next confrontation with dignity and competence.