Bulova’s Precisionist Watch Winner
From the Precisionist Champlain Collection.
The world’s most accurate watch with a continuously sweeping second hand. Accurate to 10 seconds a year. In stainless steel with curved...
Know when to walk away from a sale
Far too often, salespeople chase a low-value lead that will never pan out. Or they continue negotiating with a prospect whose primary concern is...
Clarifying questions
People who had been “job-matched” in the first six months with appropriate sales positions outperformed, to a statistically significant degree, those who had not...
iBelieve
I know that seems mundane to many of you, but I feel a little more grown up. A little more professional. A little more...
Sales Training Without Accountability Is Pointless
Sales training is great. Many of the hundreds of companies that provide sales training do a great job. Their content is dynamic. Their speakers...
How Sales Is Changing Before Our Eyes
The accelerated speed of communication and our ability to access information with just a few keystrokes is changing everything – including the way we...
5 Tips for Smarter Email Use By Sales Pros
1. Don’t let email control you
The inherent instant gratification of clearing your inbox provides a brief feeling of accomplishment, but it’s really not productive....
Don’t Let Your Top Sales Performers Stifle Your Business
“They’re driving me nuts!” aren’t the words most would expect to hear from a director managing a high-performance team. But as any sales manager...
The CMO Is Dead
I have some sad news: the chief marketing officer is dead.
Fortunately, I’m talking about the CMO position rather than a particular person. But the...
Two Critical Steps for Creating a Strategic Sales Presentation
When presenting a proposal to senior decision makers, they most appreciate directness, clarity and sound thinking, so the most important step in putting together...
