Sales Negotiation: Prepping to Avoid 4 Classic Pitfalls
By STEVE BARRY
“Just give me my goals and get out of my way.”
Does that sound like any salespeople you know? Many salespeople, by nature...
Deadly Sins: Failing to Identify and Satisfy Wants and Needs
By Neil Mahoney
Wants and needs are things we all have, but our lists differ depending on our lifestyles, self-perceptions, and work requirements. Needs are...
How Downward Facing Dog Can Help You Hit Your Sales Numbers
By Dave Dunbar
Mental clarity, physical stamina, a sense of self-worth. We all want these, but salespeople need them to do their jobs profitably.
These are...
Note to Businesses: Be Careful How You Say “I Love You”
Valentine’s Day is a time for people to let those they love or want to love know how they feel – and businesses should...
The Distribution Trap: Keeping Your Innovations from Becoming Commodities
The American model of business is dysfunctional. Along with small and medium-sized companies, the backbone of the U.S. economy, large multinational firms have been...
Developing Apps for Your Corporate Brand
It’s hard to go anywhere these days without catching someone flicking their fingers across a smartphone screen. The Pew Internet Project estimates that one...
Stop Blaming the Economy
Less than half of today’s business-to-business sales professionals have ever weathered a true economic downturn. These folks learned how to sell in the nifty...
The Commandments of Sales and Marketing Alignment
By Erik Laurijssen, CMO and Vice President, Platform, Alliances, and Channels, Luma Technologies
Although many companies worldwide are making an effort to align their sales...
Slow Down, Sell Faster!
Recently I was retained by a regional VP of sales for a large financial institution to evaluate the effectiveness of his team’s sale of...
10 Coping Strategies for Crisis
Entrepreneurs Tony and Linda Cole started and run a successful sales training business. They were on track to have a banner year when their...
