- Who Do You Think You Are?!Aug 12, 2014
Yesterday, in the Sales Best Practices group on LinkedIn, I answered a question posed by another member. The question is a good one and the way you think about the issue can make or break you in any sales environment. Because it’s so important, I’m sharing it here in its entirety. My advice to you right now: read it! It’s just 4 paragraphs but you’ll want to be sure you’re on the right side of this sales issue NOW! Then, comment below or click the LinkedIn link at the end of this post and join the discussion yourself! What’s your take on educating as a part of the sales process? How do YOU handle presenting fresh ideas to prospects who are seasoned veterans of their industry?Read More
- Got Trust?Feb 25, 2014
“Trust is the foundation of the sale. No trust, no sale.” —Mike Schultz and John E. Doerr, Rainmaking Conversations Read More
In Chapter 10 of my book, Win More Clients, I share some research about the role trust plays in business. Today, I’ve decided to share that valuable information with you here! Read on and comment below to share your own experiences with how trust—or lack of it!—impacts your sales success.
- Where Sellers Go WrongOct 21, 2013
You don’t think of yourself as a salesperson, right? You do other things at work – not just selling!
But is it also true that, if people at your level DON’T do some business development work, the future of your firm is compromised?
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