Closing Sales – 4 Sessions to Practice
Articulating a strong theoretical sales process that works is difficult enough but the real test is in the field. Sales is a contact sport as someone once said. Below I’ve noted 4 real problems you will encounter as a sales professional and some potential...Sales Managers – The Questions You Need To Ask
The Sales environment has changed. Whether you are selling software, legal services, niche engineering systems, distribution services, and certainly in almost any type of B2B world, life has changed. The old world of selling pre 2002 has changed dramatically and...The Art of Influencing People
It could be a sales meeting, a VC meeting, a product innovation session but it’s a meeting where you need to influence the attendees in the room. How do you influence that audience? Engagement I have found success has come by deploying one specific tactic...How To Manage Inbound Sales Leads
Last month there was a very interesting blog post entitled – Help! My Sales Team Thinks Our Inbound Leads Suck. The post highlighted various tactics to deploy to change the sales team’s attitude to embrace these beautiful things called inbound leads....To Sell Is Human- Outstanding New Book – Daniel H. Pink
Selling in all its dimensions has changed more in the last ten years that it did over the previous hundred. Most of what we think we understand about selling is constructed atop a foundation of assumptions that has crumbled. Daniel H. Pink. Oh so true. I’d like...Operational Excellence For Exits
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