What is the principal role of a sales leader?

In leading a sales team, your overriding goal is to enable the success of your sales people. And success for each of them will be different. So always be thinking of ways you can help them thrive – that is, … Read More

The best way to help your prospect – Part 2 of 5

In our last article, we discussed the importance of a strong opening to a professional sales call. Now we will talk about what comes next: the discovery or investigative part of the meeting. I call first meetings “high impact conversations” … Read More

How to open a great sales call – Part 1 of 5

Do you want to stand out from the competition in a crowded space of so-so sales people? Of course you do! Here’s how you start the meeting in a way that catches your prospect’s attention and sets the tone for … Read More

How to get a meeting with a prospect

Decision makers will give you a meeting (most of the time) if you have a referral introduction to them. If you don’t have an introduction from someone you both know, then you must have a very compelling reason for the … Read More
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