I had the opportunity to chat with a VP of Sales of a $100+ million company who told me that she was going to give a prospect so many features,... read more →
Selling well... is managing time well. As a salesperson, every sales step you take with a prospect either shortens your sales cycle or elongates it depending on the prospect's commitment... read more →
Loyalty - faithful to a cause, ideal, custom, institution, or product. -- Merriam-Webster Are your existing customers loyal? Will your existing customers buy from you again? Do you know the... read more →
When trying to sell prospects, we sometimes discover they do not know how to buy correctly. So your prospects' lack of buying skills can affect your sales success and the... read more →
Alexander the Great was born sometime around 355 BC in the area of Macedonia near Greece. While still in his early teens, Alexander grew to become a fearless and aggressive... read more →
Often senior management teams seek new ways to reduce business operating costs, while simultaneously increasing top line revenues. One model many executives often contemplate is the setting up of channel... read more →
Morality: "a set of moral principles or values." Selling is not perceived to be a professional vocation by many people. This belief is perpetuated by buyers who have had a... read more →
Selling is a "Zero Sum Game." Someone wins and someone loses. When developing your sales process (as a corporation or as a quota carrying salesperson), you need to decide if... read more →
As part of the senior executive staff years ago of a billion dollar public company, I sat through several Requests for Proposal (RFPs) reviews submitted to us by other global... read more →
