Bullying behavior creates a hostile work environment. Eventually, word will spread about you being the bully boss. With technology, the spread of bullying in schools continues to make front-page news. Schools, corporations, and parents are addressing this issue of bullying…
In sales, we hate it when we've gone through the presentation, answered all the key questions, and covered all anticipated concerns only to have a prospect say something like, "Well Victor, that sounds good; let me go ahead and think…
When you provide the right solution for the right problem, you will never ever need an elephant gun to kill a fly. How many times do salespeople, especially those involved in services, attempt to sell or employ an elephant gun…
How frequently in business do we continue to ride dead horses? From ineffective marketing to misaligned operational systems to poor management, all continue to exist even though they are, simply speaking, dead horses. Years ago I stumbled upon a story…
If you are waiting to get motivated before you make calls remember this: Motivation comes from action, not the other way around. I often receive time management questions from sales reps. This week I thought I would provide you some…
Business ethics, when positive and consistently displayed, build customer confidence and add tremendous value to the buying decision-making process. Foundation for Success Writers never truly know what hits a nerve with their readers and will subsequently generate the most responses. Recently…
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…
Billions of dollars are spent every year on carefully crafted impressions by businesses anxious to carve out a valuable position in the minds of their customers. Alas, if only the same thing could be said of many sales people. Two Scenarios…
Jeffrey Gitomer, Jen Gluckow, and Jeb Blount discuss the power of investing your sales commissions on experiences.
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 a significant role in such cases. Recently, I finished reading a book written by one…
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.
Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases full of cash… In the 1987…