5 Fierce Competitors That Kill Sales
Kevin had been bidding on a large enterprise account’s business for years. He believed the annual investment of time, resources and thousands of dollars was worthwhile because a win would be worth millions to his company. But he had yet to gain a sliver of the very...
Never Say This In Your Prospecting Messages
I get to read a lot of prospecting messages. From different sellers, with varying levels of experience. And from a wide range of industries. These messages land directly in my inbox; or are brought to class by trainees seeking peer and expert feedback. Despite the...
Watch Your Blind Spot
I’m a sucker for sports cars. If a car has two doors, sleek lines and a powerful engine it calls my name. One of my favorite cars was my Nissan 350Z-turbo-charged-anniversary-edition. I loved that car. Until two weeks into my new purchase. I was making a simple lane...
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...
The Secret to Work-Life Balance
We all strive for the elusive utopia of “work – life balance” (WLB) dangled before us by professional development gurus like a golden carrot. How many of us have quietly berated the boss, pointed a guilt-laden finger at the client or cursed the job for robbing...