What is the Impact of COVID-19 on Your Sales Process?
In the past few years, buyer surveys have shown that buyer-seller engagements have decidedly pivoted to digital, where a vast majority of buyers don’t want to
In the past few years, buyer surveys have shown that buyer-seller engagements have decidedly pivoted to digital, where a vast majority of buyers don’t want to
The Capital One Financial slogan, “What’s in your wallet?” is regarded as one of the greatest slogans of our generation. As everyone knows, the tag
The human brain has two distinct sides; two separate hemispheres that control very different actions. The left side controls rationale and logic. It looks for
I bet when your business was launched, it didn’t include an experienced Head of Sales out of the gate. A visionary leader with a strong
Let’s face it, salespeople are often annoying and frequently focus too much on their own goals rather than the needs of their customers. On the telephone,
When you think of sales training, what comes to mind first? A way to get salespeople up to speed, or to quickly boost sales? Maybe
Creating a plan to get everyone heading in the same direction is a key responsibility of a sales manager in leading their sales team. A
Way too often a salesperson returns from the frontier with great news – “my prospect wants a proposal!” The request for a proposal is cheered
I am 5 feet 10 inches tall, and have often wondered if I would be more successful if I was a full 6 feet or
The fourth quarter of the business year is about planning. Unfortunately, I consistently see too many businesses that fail to have any written Sales Plan
As an Outsourced VP of Sales for a new client, I recently spent a day traveling with one of my sales people, whom my client
It’s July and your company is calculating its mid-year financial results. For many companies, whether you will hit your 2016 revenue budget has possibly been
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