Sales Preparedness is the Hardest Part of Sales Effectiveness Sales preparedness is usually a reflection of personal preparation. Get ready. Get set. Go! The hardest part is “get ready.” In sales, it’s known as “preparation.” If asked, most salespeople, if…
Not all decision makers go on vacation the same week, nor do the influencers. Sales cycles are no strangers to cyclicality and seasonal swings. “Summer shutdowns”, retooling, Christmas, and of course summer. There is no denying that summer brings a…
A professional actor would never walk out onto a stage without warming up their instrument to make sure they are communicating at their best. What is your most powerful sales tool? Your website? Video brochure? Multi-media presentation in 3-D? While…
It took a long time for me, as a struggling sales rep, to understand the difference in attitude and action, but once I did, my sales results (and my life) changed. “It’s not the will to win that matters –…