Apr 20, 2023
There are, in the world of sales and sales systems, certain practices that have such an enormous impact on the company and the market that they are in a special class of activities that call for executive involvement at the highest levels.
One of that handful of activities is the creation of a value-added position...
Apr 13, 2023
: For all but the new and the internally driven salespeople, straight commission plans merely reward the content sales person to maintain the status quo. Let’s consider this together.
Apr 6, 2023
Salespeople are sick of hearing “Your price is too high.” But, what if the real issue isn’t the price?
Here’s a secret that almost nobody knows, including all those gurus telling you to sell value. They don’t always buy the best value. But, they can invariably be counted on to buy the lowest...