We might think that a sales strategy and a business strategy are synonymous — but the savvy leader knows they are not. They should, however, […]
Price Is No Object
We all deal with it, worry about it, and anticipate it before landing big sales: price resistance. If you had a dollar for every time […]
Why Price Isn’t the Biggest Factor on Big Deals
We may think that to land the biggest deals, we need to propose the best prices. However, every top seller knows that price isn’t the […]
Motion vs. Movement in the New Era of Selling
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 […]
Mindset, Mechanics and Magic
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. […]
The Oddsmaker – What’s Your Chance of Winning?
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 […]
Hiring is Awful, So Get Better at It
We are doubling our staff right now. Sales people, customer service account managers, administrative support. Hiring is the worst – the amount of time it […]
Weekly Tip: Selling – A License to Hunt
Many of the companies with whom we consult are in a two-step sales process. They first have to sell a governing body such as a […]
3 Sales Techniques that Has Both Sides Winning
There is an old adage in sales that says ‘’the person asking the questions controls the meeting.’’ You want to be sure that you are […]
How to get what you need from your contact’s boss 101 – on MoneyWatch!
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New Post on MoneyWatch – 4 Tips to Get Your Email Read — And Answered!
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New Blog Post on MoneyWatch – Sell a Lot and Have Your Customers Love You!
Great interview excerpt with Jeffrey Gitomer – check it out on MoneyWatch!