Hiring the wrong salespeople is costing you money. It's time to learn how to hire right the first time. Identifying and attracting highly skilled sales professionals can be a challenging prospect for employers who often expend a great deal of…
Loyal customers will take your company to the next level because of their long-term patronage, and willingness to tell everyone about you. I can't imagine any business professionals saying are thinking that satisfied customers are not a priority. We all…
It’s often difficult to motivate sales reps to focus on developing expertise when they want to develop relationships, but the two can go hand in hand. Trust is Not Enough For many years, developing trust and rapport was considered the…
The question you must ask yourself is: “Does this secrecy make good business sense in today’s marketplace?” How This Joke Hurts the Small Business Bottom Line Small business owners understand that profitability is critical to staying in the marketplace. They…
All companies want to thrive. No company just wants to just “exist”. It’s “business nature” to want to grow, to become better…..to thrive. We wrote about Rising channels (see the previous blog) and discussed how vendors are well-intentioned when developing…
People buy for their reasons, not yours. Therefore, to be relevant and gain a competitive edge, you must connect your recommendations and solutions to measurable business outcomes that are unique to your prospect or customer’s situation.
In a world that’s getting noisier by the day, the longer you wait to reveal yourself, the likelier it is that you’ll find yourself stuck in the visibility vacuum. For months (or maybe even years), you’ve been a high performer…
Prospecting Machine Jeb Blount and Adam H. Michaels talk sales, prospecting & more! The Lighthouse with Adam H. Michaels · Jeb Blount | The Prospecting Machine From dealing with crazy rejections to what makes a great sales leader, Jeb Blount and…
If you don’t like to sell, it means that you are doing it wrong. Stepping in with courage and determination into a sales conversation is the most powerful aspect of your business. The biggest business-destroying, money-depleting lie that professionals believe…
Hark back to who you were on interview day. We promised to deliver above and beyond. Chances are, we gave it our all for a while, settled into a groove and have gotten lazy about some components of the job.…