The New ABC of Selling: Always Be Credible
In B2B sales, salespeople have a driving need to be seen as trusted advisors. You can’t earn trust unless you are first perceived as having a high degree of credibility.
What Buyers Want From Sellers
Are your prospects ignoring your calls and email messages? That’s not unusual. To attract their attention, consider the situation from their perspective. In a...
6 Tips to Build a Strong Online Presence
Building a solid online presence is not just for businesses. It’s a must for every online community member, whether you’re a business owner, social...
One-Up and the Power of Authority
Imagine you are a manager (who isn’t in sales) and the results you are responsible for producing have become increasingly difficult to achieve. The...
5 Ways to Build (and Lose) Credibility in Your Sales Emails
Email doesn’t seem to get any respect these days.
Delight Your Customer with Exceptional Service Levels
It’s 3:30 a.m. and my public relations client, an aerobatic air show pilot, is heading out in the black of night onto the air...
The Secret to Getting All the Referrals You Could Ever Hope For
Everyone in management will tell every salesperson to “ask for referrals” or “don’t forget to ask for referrals” or worse,“as soon as you make...
How Credible are You?
Assign yourself one of these three point values only:
Always: 5 points
Sometimes: 2 points
I don’t know/don’t think so: 0 points
1. I can describe why others...
The Sales Training Black Hole
Why is so much money spent on sales training that doesn't stick? Here's how to avoid doing just that.
Cespedes Unmuted
Harvard Business School Senior Lecturer Frank Cespedes shares some candid thoughts why so much sales training goes wrong and how to do it right.
