Jun 24, 2021
In all of my training and consulting work, I’ve found it helpful to establish, right at the beginning, a big picture view of the sales process.
Once we have an overview, we can understand every sales principle and practice, and use the big picture to focus our efforts to improve the effectiveness of our...
Jun 17, 2021
Things are changing at an unprecedented pace and will continue to do so. This is not an event, but a permanent state of affairs. The only way to assure that we survive and thrive in this environment is to become adept at the ultimate sales improvement skill – purposeful, self-directed learning.
Jun 10, 2021
This podcast answers these questions: Q. What do we do when a customer wants to spread the business between several vendors, even though I know we can provide better service? Q. How can I get between my competitor, and these contacts that are, in some cases, close friends with him for 20+ years?
Jun 3, 2021
Over the 30+ years that I have been working with B2B sales forces, I’m often asked this question: “If you could improve a sales person in just one thing that would bring the quickest and biggest change, what would it be?”
My answer: Better time management. Here’s why.
To learn about STRETCH – The...