Ask any CFO what their first impression is when they hear the words ‘Sales Training’ and they might communicate back their ‘Real world’ vocabulary of ‘un-accountable’ and ‘un-measurable’. Simply put, they know they’re wasting at least half their sales training budget dollars; the problem is they don’t know which half.
And from a sales management […]
Last week, I received three calls from people, all appreciative that I support the values of ‘our religion’. One was a Born-Again Baptist, another was Mormon, and the third was Jewish. My response to each of them was the same: I don’t follow their religion.
It’s true that being scrupulously honest, direct, and authentic in business […]
Never “Wing It”
Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. “Winging it” on sales calls has grim consequences - lost sales, extended sell cycles, margin erosion and no clear path to improvement. Bottom line: Your entire sales career can […]
In today’s varied, specialized and competitive marketplace, you
may often feel like a face in a crowd, trying to stand out and
be noticed. What can you do to get people to notice you and
remember you. The answer is simple, notice and remember them.
When I want to meet people, I walk up to them, extend my […]
I was in the car leasing business, a fresh college grad, but someone with four solid years of phone experience behind me, and I reached out to sell my first deal.
Within a few hours, I got my first hot prospect on the line. He said he’d like TWO new cars, both in Green, and both […]