The Sales Clinic: Sales Lessons from the Dubai Sevens
For the benefit of American readers who may be unfamiliar with the sport, rugby sevens is a variant of traditional rugby—so named because teams...
The Sales Clinic: Learning from 2009’s Sales Mistakes
Last year was quite the interesting one for many salespeople and business owners I've spoken with recently. While a lucky minority had a successful...
The Sales Clinic: Sell Like an Egyptian
Although objection handling, negotiation and closing are some of the most critical areas of the sales process, it is not uncommon to encounter sales...
The Sales Clinic: Four Ways to Lose Business at Exhibitions
As the market gets tougher, more and more people are turning to alternative ways of generating new business—cold calling, marketing and in particular, doing...
The Sales Clinic: Why You Get So Many Objections On Price
Whenever I work with salespeople and business owners, they vent their frustrations with the number of price objections they encounter—particularly because they don't understand...
The Sales Clinic: Why Your Cold Calling Isn’t Working (Part 1)
Whenever I'm talking to business owners or their sales teams, the topic of new business development—and cold calling, in particular—always evokes interesting reactions. ...
The Sales Clinic: Why Your Cold Calling Isn’t Working (Part 2)
In our previous installment, I detailed four of the major culprits responsible derailing your cold calling efforts. Now it's time to take a look...
The Sales Clinic: Common Pitfalls of Selling by E-mail
Just like anyone else contending with a heavy workload, sales professionals like to complete tasks in the most expedient way possible. And in the...
Shops, Clients Reassess Priorities
General Electric's Judy Hu knows that cutbacks at roster agencies mean "fewer people, which generally speaking means fewer ideas." But her company's needs haven't...
Changing Role of Rainmakers
In a highly competitive marketplace where agencies compete for nearly every dollar of new revenue, it seems incongruous that major shops such as JWT...
