Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep…
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I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a…
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Steven Levitt, the co-author of Freakonomics, SuperFreakonomics, Think like a Freak and When to Rob a Bank, defines thinking like a freak as: “…putting away your moral compass and not…
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How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is…
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I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once…
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Sales trend 9 from our 12 Sales Trends Report for 2017 explores how salespeople can navigate the difficult situation of being in a complex sales environment and the need to…
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Recently I wrote about wanting to tell clients what to do and why we couldn’t even if we know better. The premise was that what may seem so obvious to…
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We’ve all been there How many times do we want to tell our clients what to do? After only a few sentences uttered by them we, of course, know immediately…
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Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly…
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Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call? Making…
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