Aug 29, 2019
What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match? Have you been betrayed, or is there some other explanation? In any case, what do you do?
Aug 22, 2019
In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity. Sales people now must confront an overwhelming number of potential “things to do,” and that requires them to make decisions about which customers in which to...
Aug 15, 2019
Here’s one of the foundational principles for sales success: You’ll always be more effective if you think about what you do before you do it. In this podcast, I unpack that statement, and provide you with a step-by-step planning process you can use for to take your sales performance to a...
Aug 8, 2019
Sales is an emotional roller coaster, and unless you figure out how to manage those emotions and keep yourself motivated, you’ll have a difficult time succeeding. Unpack this issue and gain specific ideas and techniques to keep yourself motivated.
Aug 1, 2019
It’s the moment that many salespeople dread. You’ve asked the customer to do something – give you an appointment, issue a P.O., or schedule a demonstration and, instead of saying “Yes,” the customer gives you a reason why he/she does not want to do what you’ve asked him or her to do. Here’s how to handle...