The #1 Threat to Your Sales Success in 2018
Two thought-provoking posts from fellow sales experts caught my attention last month. The first was from inside sales expert, Lauren Bailey, who attended the ZoomInfo (sales and marketing) Summit in Boston earlier in the year and posted her Top Ten Takeaways. Takeaway...
WANT WINNERS ON YOUR TEAM? SALES LEADERS, DO THIS.
I have worked with tens of thousands of sales people over the years… from just about every age group, experience level and industry. And I’ve observed one trait that consistently distinguishes the superstars from the average. Sadly, it’s a characteristic that...
Are You Neglecting Your Strategic Role?
I love cars. And the thrill of owning a new one. But I hate the process of buying one. In fact, I don’t know many people who enjoy it. It’s a little like your annual physical: You know exactly what is going to happen. None of it is pleasant. And yet it has to be done....Sales people: Toughen up and sell more.
Don’t be turned off by the subject line of this issue. I am not about to ask you to go out and beat up your clients and prospects. I am asking you to be prepared to have the tough conversations that most sales people avoid, the ones that will dramatically improve your...
DO THIS. YOU’LL SELL MORE.
Evan is new to the company, a firm that provides software, hardware, and managed technology services to businesses of all sizes. He entered the company from a different industry with no customer base or contacts within this business. He does, however, have a sales...