Dear Friends, The big question in selling for me has been: How will 2022 be different from 2021? I have spent a lot of time […]
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Dear Friends, The big question in selling for me has been: How will 2022 be different from 2021? I have spent a lot of time […]
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 […]
We are doubling our staff right now. Sales people, customer service account managers, administrative support. Hiring is the worst – the amount of time it […]
It is hard for anyone to feel deterioration or appreciate prevention. You can only really feel relief or crisis. If you sell qualities such as […]
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 […]
Wing it…that’s the dominant approach that I see with teams when they are going to a meeting, writing a proposal or presentation. Oh, there’s discussion, […]
I have heard that “culture trumps strategy every day.” I would tell you that momentum trumps all- including in landing large accounts. Athletes can feel […]
INSIDER TIP OF THE WEEK As sales people, the following ideas have been fed to us as truths all of our lives. Maybe they were, but […]
INSIDER TIP OF THE WEEK I’ve been spending a lot of time recently with a certain generation of sales people, my generation of sales people. […]
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 […]
Read my CBS MoneyWatch blog “Sales Champions Work Like Magic“
At weekend markets, some farm stands have lines out the booth, while others remain deserted. See what the winners are getting right. I love farmer’s […]