Do Not Call High!
Sales people across industries are often encouraged to “call high” by sales managers who believe it’s easier to be pushed down the corporate decision-making chain than to be moved up. Suddenly we have hoards of young sellers … many fresh out of school … wrongly...
Do You Confront The Brutal Facts?
One of my favourite business books is Jim Collin’s classic “Good to Great.” In chapter four he shares how a great company “confronts the brutal facts of reality head on” as opposed to the average organization that firmly plants its “head in the sand.” As sales...
Why The Whole World Is Counting on Salespeople
This is a guest post by Jeb Blount, author of People Buy You Let’s get real. The world continues to wallow in an economic malaise where unemployment is high and consumers and businesses keep their pocket books mostly closed. It is a tough time to be a sales...
Why you don’t want more customers in 2014!
So has Jill finally lost it? I’m advising professional sales people like you, whose primary mission is to bring in bigger better business each year, that you don’t want more customers! I am not losing my marbles. I know that you are mandated to, and compensated for,...