Cart Before the Horse Selling
What’s wrong with focusing on your sales process first and your sales philosophy second, or just ignoring the whole thing? It’s all about the results
What’s wrong with focusing on your sales process first and your sales philosophy second, or just ignoring the whole thing? It’s all about the results
Successful salespeople craft a sales strategy and then periodically pause and reassess – modifying as need be. Recently I was talking with a sales manager
Simplicity equates to clarity.Simple will always beat out complicated. Have you ever researched a new purchase only to find that there are too many options?
Why do sales professionals who become aware of their sales approach not working continue to plunge ahead? An unfounded “expectation of success” appears to play
Baseball players and sales professionals don’t have much in common. However, Elite athletes and Ultra-High Performing sales professionals know their numbers because that’s where the
In this economy, asking whether you need to sell online or in person is like asking which came first, the chicken or the egg. I
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing,
The time and energy you devote to things that are outside of your control is better spent in areas where you have control. We don’t
The most dangerous lie that salespeople tell themselves (and anybody else who will listen) is that they lost the opportunity with their dream client on
To create true sales predictability (and avoid Sales Whiplash), it’s critical to consider both independently, and to have your pipeline numbers influence your forecast output.