While the concept is simple, putting it in writing will be more of a challenge. This technique has evolved over my 40 years of B2B selling. It requires a great deal of nuance but, if you can master it, it might be the most powerful sales skill that you can develop. This technique is based
For those of us who have been around for a while (some of us longer than others), the mere thought of upending our proven routines can be … unsettling. Speaking for myself, I abhor change. I thrive in a system of perfect order, rules, and predictability. Hence, when approached with the prospect of social media, my
If you are not familiar with the Charlie App, it was a neat little platform that would discover social, news, and bio information on your contacts. Where it really shined was when it integrated with your calendar events and would deliver these dossiers, via email, to you prior to a scheduled meeting. Recently, Charlie shut
Have you ever wondered why there seems to be such a large gap between the top sales performers and the bottom ones? Why do some sales reps hit their quotas effortlessly while others struggle and lag behind? Being good at sales is a skill. It takes discipline, hard work and often natural talent. Some people
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
I can’t speak for you but, I am all about expectations! As a salesperson, I want to set realistic expectations for my clients and then … always exceed those. As a customer, I expect the salesperson to set realistic expectations for me and then, at least meet those. Exceeding them is the icing on the
