Most of us who were trained in sales since the 1970’s were taught the principles of “consultative selling.” However, the consultative selling skills of listening, […]
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Most of us who were trained in sales since the 1970’s were taught the principles of “consultative selling.” However, the consultative selling skills of listening, […]
We all want to have strong sales leadership coaching, land key accounts, and close more sales. But what path is your company and sales team […]
Recently, I met with Bill Caskey, a friend and colleague in sales performance development, caskeyone.com. We were talking about what makes for remarkable sales performers. […]
Vegas has its oddsmakers. These experts evaluate all sorts of data to determine the likely outcome of some event- usually a competitive sporting event. All […]
If your thoughts are a direct reflection of the thoughts of the people with whom you surround yourself, you have to ask, “What people are […]
I just turned 50. I know it’s just a number, still…. The day itself passed without much fanfare and I truly did not feel much […]
John Ruhlin from the Ruhlin Group is my gift-giving-guru, and here are a couple of his tips for what to give for the holidays: 5 […]
There is a simple test to understand your relevant power position as a trusted adviser with your clients. Ask yourself these questions: Do they call […]
We say NO to a lot of business and our goal is to say no early. I like clean pipelines – but don’t get me […]
The economy is picking up. I can tell because clients are starting to get bought or are buying other companies and these are typically for […]
It happens all the time…your best customer goes through a significant change in its structure and you lose supporters. The mechanism can be acquisition, merger, […]
Political negotiators have known the power of back channels forever. These are people with whom unofficial communication can be routed between two negotiating parties […]