Jan 14, 2021
There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” That advice is incredibly overdone. There is no one aspect of sales (at least in the B2B world) that undeservedly receives more disproportionate time and talk than the subject of “closing the sale.”
In my...
Jan 7, 2021
Goal setting is one of the universal best practices for salespeople. Yet, many salespeople don't make it a part of their routines. The first step toward rectifying that is to understand why goals are such an important part of a successful salesperson' life. Join us to see how goal setting can focus and energize your...
Dec 17, 2020
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals.
It’s an incredibly important and difficult job. Unfortunately, it is often the most under-trained job in the entire organization.
As a long-time consultant...
Dec 10, 2020
In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations. And all but a few point their fingers at the changing economy and vibrant competitive environment as the source of their...
Dec 3, 2020
Remember President George H. Bush’s program to identify and recognize individual Americans who were outstanding in their fields, or who completed acts of bravery or selflessness, and in so doing, brightened the lives of those around them? It was called a thousand points of light. The idea was that one person’s...