If you are a sales leader — or want to be one someday — there are questions you must habitually ask yourself. These are the questions that separate true leaders…
6 Sales Negotiation Secrets of Professional Buyers
Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a sales person. Buyers…
The No.1 Way Sales People Destroy Profit
It’s time to get control of the number one thing sales people do regularly to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or…
You Can’t Motivate Anyone, So Stop Trying
Recently, while working with a client, I was talking with a very successful sales manager/leader. His track record in developing sales people was amazing. Bigger than that was his ability to…
Keeping The Sale Alive With Email
First off, let’s get this straight. Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with…
The Risk of Dead Knowledge to Sales Leaders
Knowledge is only as good as it is current and useful. Think about that for a moment. If the knowledge you have isn’t current — and by that I mean…