When it Comes to Networking – “Jump Right In … The Water’s Fine”
I’ve met a lot of business people who equate attending a networking event with going to the dentist for a root canal in terms of
Kevin Shaughnessy
“Sink or Swim” is not an Effective Onboarding Plan for New Sales Representatives
One of the most consistent complaints I hear from small and mid-size business owners is that “many of my new sales hires don’t work out.”
You Lost the Order – Don’t Make Things Worse by Losing the Connection
I am always amazed at salespeople who allow their frustration over losing an order impact their good business judgment. After spending months developing a relationship
Sometimes the Obvious Answer is Not the Correct One
Recently, I was working with a business owner who told me that his people needed “closing the sale” training. He wanted this training completed as
Sometimes Peer Pressure is Just What the Doctor Ordered
For parents of an adolescent, peer pressure has a very negative connotation. However, from a sales person’s perspective, peer pressure can be extremely productive. The
In Case They Ask – And They Will
In his excellent book, SPIN Selling, Neil Rackham suggests, “a simple technique to help you plan your call strategy and questions: Before the call, write
How Honesty Can Help Maintain Customer Relationships
Sometimes a brutally frank discussion with your customer is your only option. Over the years, I’ve witnessed a number of customer relationships that deteriorated because
Don’t Let a Merger or Acquisition Derail Your Sales Results
7 Critical Actions That Drive Sales Success Careful planning is needed when companies combine through mergers or acquisitions. The financial aspects of the merger get
