To enhance prospecting, it pays to network in target-rich environments. Quick, think of your target profile. Then think, who gathers these people? Right now there are groups and associations that are creating pools of prospects for you to meet. Read my CBS MoneyWatch blog How to Network with Purpose
At some point, we all say dumb things. It is natural and human, but for all our communication abilities, salespeople […]
Sales Skills
A number of my clients are in the process of interviewing candidates for large account selling. To help them find […]
Hiring/Firing/Paying
In Daniel Pink’s important book, “Drive,” he convincingly shows that pay-for-performance is inversely related to complexity. Simply put, the longer […]
Sales Leadership
