Is there anyone who doesn’t recognize that the current state of our country – and the world – is a mess of almost unprecedented proportions? While we can theorize about the causes of this collapse in the collective condition, I’d like to submit one key contributor –...
Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in helping tens of thousands of salespeople improve their results through more effective use of their time. Over the years, I’ve seen...
Question: How many sales calls should a salesperson make? Answer: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what constitutes a “good sales day.” And salespeople want to know so that they...
What do we do when a customer wants to spread the business between multiple vendors, even though I know we can provide better service? If you are looking for a short, easy solution, there isn’t any. The solution to this, like so many sales problems, is a...
It seems like more and more business people have lost the ability to say no. See if this experience doesn’t sound familiar. I had met with an individual, talked with him personally, and invited him to a small group meeting. He came, interacted positively, and...
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