Dec 26, 2019
The sales profession is replete with myths that salespeople tell themselves, and then believe, that hinder their performance. This is the first of series on these myths. In this piece, we look at the idea that “I have great relationships with my customers.”
Dec 19, 2019
We’ve all seen the contestants on American Idol – some of which are horribly self-deluded. They think they have talent when they don’t. Unfortunately, that trait of self-delusion is common among more than American Idol contestants. Join with me as I dig into this issue and see to what degree you may...
Dec 12, 2019
In this session, I respond to two questions from salespeople: One has to do with the idea of 'finesse' and the other on methods to insure that you get the 'last look.' My advise may not be what you were expecting.
Dec 5, 2019
Effective salespeople think about what they do before they do it. That’s called planning. And, good planning requires disciplines and routines. In this podcast, I unveil a planning process that has focused and energized thousands of B2B salespeople.
Nov 28, 2019
This is my answer to a question submitted by a sales manager: How many sales calls should a salesperson make? The answer may surprise you.