Is there a “right” way to sell? Perhaps. But then the world can change in a flash and the “right” way no longer works. Take the 2008 financial crisis, for example. The opportunities and challenges created by the economic events of 2008 are well chronicled in a slew of books and articles, and even on […]
We are pleased to complete workshops in Italy and America and look forward to working with a new customer in Australia next week. Stay tuned for our announcement for upcoming workshops.
Establishing the right environment for coaching is as important as the actual coaching exercise. In my early sales career, some of the best information I received from my sales managers came after hours in ad hoc conversations on how to best position an opportunity or attack the competition, which helped me establish winning behaviors and […]
“Value proposition” is a phrase that became ubiquitous during the 90’s. You may still encounter this or the “value messaging” term on a regular basis in the business world. Buzz word or not, value messaging will help quickly convey the value of your product or service without overwhelming or boring potential customers away in a […]
The vast majority of executive and sales leaders with whom we work have one thing in common – they all want to continuously improve the health of their sales pipeline. They know that a healthy pipeline, one full of qualified opportunities, leads to sustained and repeatable revenue results, which is ultimately the fuel that […]
Perspective on the past 100 plus days during a strange time for all of us. Click on the video arrow above to watch.
Virtually all the experts would agree that the following mistakes are commonplace when salespeople start to negotiate. Awareness of these challenges may improve your ability to negotiate considerably. Getting emotionally involved. This one tops the list because, above all, your attitude toward something determines your success. If you appear needy, conveying the message to your […]
Do you know many kids who dream of a career in sales? Maybe you do, but I wouldn’t bet on it. The idea never crossed my mind. Which may explain why I did not go into sales. But it would have been unquestionably rude if I didn’t open the door when Sales finally came knocking […]