The fact is, time is your biggest enemy in sales or, for that matter, any other vocation. While it is finite, it’s not that we don’t have the time necessary to do the job. The problem is that our time is either being wasted or it is being sucked away by the wrong tasks and
I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article. All these partial
Anybody who has spent any serious time in sales has developed a personal selling style, that which works for them. I am no exception and, certainly, my style has evolved over time. I spent my first five to seven years in retail and that was followed by B2B direct selling beginning in 1977. Retail was
Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Then there are those apps that I have used for an extensive period of time and they are worthy of a shout out! While I can’t do extensive research
Make no mistake. Buyer behaviors have changed. They are more informed. They will frequently educate themselves about your products and services and will ask their peers for referrals prior to ever calling you. They are also busier than ever and are being inundated by our messaging so, if your message does not stand out, it languishes
I think that I may have first heard this statement in the mid-eighties as a part of my association, at that time, with Dale Carnegie … “Successful people will do what unsuccessful people won’t do even though they don’t like to do it either” The reason being is that successful people are motivated by the
