Apparently, someone once offered a definition for the split second as “the time between a customer giving the merest hint that they might have a need and the sales person rushing to pitch their solution”. It’s a common problem, and I must credit Mike Bosworth (author of ...
I’ve long believed that top sellers are storytellers. They are able to call upon a rich fund of relevant anecdotes that they ...
Many of the clients I’ve been working with over the past few months have been attempting to implement some form of account ...
Most traditional sales methodologies stress the importance of asking good questions, and there’s no doubt that the ability ...
You’ve probably heard some variation of the saying “it matters not whether you won or lost, but how you played the game”. ...
Many analysts claim - and many sales people would agree - that today’s most powerful competitor is not another similar ...
One of the biggest frustrations for today’s sales leaders is their sales peoples’ apparent inability to connect the business ...
If we’re in sales, there are two obvious monetary measures of our success: revenue and margin. Revenue is particularly ...
The art and science of sales leadership is clearly complicated, but the fundamental goals of sales leadership - at least ...
Whenever we attempt break down the key success factors in managing complex B2B sales opportunities, it soon becomes apparent ...
