There is a sales person on one of the teams I am working with right now who really “gets” the sales profession. Why, you ask? Well, my new friend Jigar Patel at SupremeX, understands the importance of the numbers. Here’s what … Read More
Last Monday I came across an article on value selling from an expert (who shall remain unnamed). Of course I was intrigued. This is my sweet spot! This is where I live. The article emphasized the value that you as the seller can … Read More
Once you’ve made a sale how do you ensure that the implementation goes well? That the goods are delivered on time and in good condition? Or that the service was delivered as the customer expected? I spent some time with … Read More
I’m Part of Your Team Since I am in a business that requires a careful implementation and ongoing service, it is critically important that my clients view me as a trusted source of valuable information. Unlike my last blog, … Read More
I try to be a nice person. I really do. But there’s one thing that happens too often in my work life that tempts me to throw my phone at the wall. Or at least shake my fist at the … Read More
What do salespeople need to do in today’s tough business environment to catch the attention of decision makers? We recently uncovered some compelling data in a series of conversations we had with decision makers representing several industries, including: insurance services, … Read More
A lot of the work I do with my clients is to help them identify and confirm their sales process before we begin to figure out what specific training, coaching, and accountability they need for the coming months. By sales … Read More
I began my sales career in 1986 and have been a salesperson or worked with sales people most of the years since that time. As I developed my sales-process expertise (both in sales and as a trainer and coach) I … Read More
If you’re not hitting your year-to-date sales goals then you need this free sales tool! It’s not that difficult really – you just need a solid plan and then someone to hold you accountable to that plan so you actually get … Read More
