Are Your Customers Tuning You Out?
Before delivering a training lab to a new client, I interview a number of their customers and prospects as part of my preparation process. The end goal of any training is for the sales team to leave with the skills to exert greater influence and impact within their...
Closing the Sale – The Simple Truth
Sales people work hard to get in front of new customers. And put extensive time and resource into understanding their issues and perfecting relevant solutions. Given this incredible investment I have to ask, “Why do so many talented sales people stumble when it comes...
Three Kick-Ass Stress Busters
Stress levels are at record highs and, with nearly 50% of people saying that their stress levels have increased over the past five years, it’s only getting worse. While stress is driven by many outside forces such as sky high sales quotas, saturated markets,...
Are You On The Crazy Scale?
Last year my local paper reported this story: A 32 year old man driving a two–door Bentley (not the type of car that goes unnoticed) stops at a red light at 2 AM in the morning with a police cruiser immediately behind him. When the light turns green the Bentley...