Why Do Sales People Make It So Hard For Themselves?
Which of the following is the more efficient way to grow revenue? a) Find and win a new client; or b) Increase business from an existing client Given that ‘getting the attention of new prospects’ is cited as one of today’s top three sales challenges, I’ll...
Fast Facts & Scary Stats
I’m constantly on the lookout for good studies on sales performance and best practices. Statistics have always interested me. But what’s more important than the research findings is the implication of these statistics to our ongoing sales success. Here are what I...Smart Selling #5: The Uncooperative Third Party
In this episode of Smart Selling, I answer a question that’s very close to my heart: “What do I do when I receive a request from a third party, and I don’t have access to all of the client information?” [pb_vidembed title=””...Smart Selling #4: Saying “No” to Your Customer
In this episode of Smart Selling, I answer a very common question: “How do I say ‘no’ to a customer, or know when to walk away?” [pb_vidembed title=”” caption=””...Smart Selling #3: Selling to the Purchasing Specialist
In this episode of Smart Selling, I answer a great question: “As a provider of a high quality service, how do I build a relationship or work with purchasing specialists who only care about the bottom line?” [pb_vidembed title=””...