Once you lie to your customer, it is reasonable for them to assume that you are willing to lie whenever it serves your interests. If there is one thing I can count on each evening around dinner time, it’s a…
If a business’s professionals can’t provide the red carpet treatment – or any help at all – what is the point of spending money on technology and marketing? I don’t’ understand. Why does a business spend enormous sums of money…
Jeb Blount and Anthony Iannarino discuss the biggest mistake salespeople make and how to avoid the stalled deal.
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes, it’s a questionable practice these days,…
That stumped him. And that’s the whole point. Most sales reps sell just like he does: leading with features and benefits sure that if they just say the right one or ones, in the right order or combination, then prospects will…