When your customers make buying decisions based on value, they are doing exactly the same thing that you do when you make buying decisions as a customer. Many top sales executives believe that few of their salespeople sell well on…
Everyone should assess their own personal influence style. Once a person is conscious of his or her style, they are able to vary it depending on the situation. Everyone has a natural style of influence. Truly effective influence doesn't just…
Consider how much time and effort you and your sales team spend preparing RFPs. What if you could do this faster and improve your success rate? What Are the Three Most Critical Success Factors When Writing RFPs? There are many…
Poor time management is the biggest challenge for new sellers. Your most finite resource as a sales professional is time. In our business we work with salespeople and sales managers of all levels. Recently, I’ve had an opportunity to work…
A good place to start is to analyze your customer service from your customer’s perspective. Is providing exceptional customer service a top priority at your company? Do all your customer-facing personnel work to exceed customer expectations and build customer loyalty?…
