The world is evolving faster than ever in human history, and if we don’t adapt ourselves and our organizations to keep up, we risk being left behind. The consequences of this shift are significant. In this post, I’m excited to share another key lesson from the 25...
Regularly, I encounter a belief that can hinder a salesperson’s performance. These beliefs often seem reasonable and are accepted without question. However, a closer examination reveals how they can significantly limit a salesperson’s capabilities. One of the...
Question: I like the idea of setting goals for personal improvement, not only with my salespeople but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating? Answer: Sure. This is one of my hot...
The ultimate goal of every sales system is to develop and nurture a handful of ‘partners.’ These are customers who are so committed to you that they form the foundation of your revenue. Let’s unpack this. What’s a partner? A partner is a client who has developed an...
The world is full of B2B sales people who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that sales people hide behind to keep from...
I wish I had a dollar for every time I was asked that question in a sales training session. It’s certainly one of the most common questions I hear coming from professional sales people – and their bosses. There are a variety of answers — too many for just one...
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