Feb 27, 2020
Are successful salespeople made or born? It is the eternal question: the sales manager’s version of nature versus nurture.
While countless books and articles have addressed “what successful salespeople do", few have described “who successful salespeople are.”
I don’t claim to have the last...
Feb 20, 2020
“Success,” like “beauty” is a slippery term whose definition depends, in some significant way, on the perspective of the observer. In this article, I unpack the definition of success for a salesperson.
Feb 13, 2020
We are all guilty of projecting our values onto our customers. If we think nothing is worth the stated price, we subconsciously project that attitude onto our customers, and find ourselves constantly discounting.
Feb 6, 2020
While we can’t change the competition, we certainly are responsible for our attitudes and behaviors toward the competition. What we say and how we act about the competition can have a daily bearing on our bottom lines. Here are seven specific tactics to help you deal effectively with the competition.