May 28, 2020
This is a response to a salesperson who asked my recommendation for what to read and listen to in order to improve his/her performance. Way beyond that, you’ll gain a greater understanding of how to improve as a salesperson, and acquire one question that can guide your learning for ever.
May 26, 2020
What may be the single most important predictor of an organization’s long-term business development and survival is that organization’s ability to learn. In a world that is changing more rapidly today than at any previous time in human history, the consistent practice of learning is the only sustainable...
May 21, 2020
Positive customer relationships are the basis of much B2B business, right? Positive business relationships ensure us an audience with the customer, make every step of the selling process go easier, and even provide us with a competitive edge. It’s not unusual for the business to come your way just because they like...
May 19, 2020
We’ve all heard about the importance of our attitudes. Usually the directive goes like this; “XXXXXXXXXX, you need to improve your attitude!”
Fortunately, there is a lot more to attitudes than just the oft-spoken refrain to improve ours. Successful people eventually learn how to manage their attitudes.
May 14, 2020
As salespeople, we love to complain about the competition. Unfortunately, complaining doesn’t do us any good. A better approach is to create a system to learn about the competition. Knowledge of the competition -- not only their strengths and weaknesses but also their patterns and tendencies – will provide you...