Not that long ago I was reading an article on “sales data” that was written by a man who I highly respect … David Brock. As David pointed out … sales has more data points to analyze than ever before. The problem is … are they looking at the right data and are they deriving
Check your pulse, guess what, if it’s there, you’re alive and human. Along with all the basic human functions, you also have a personality, likes and dislikes. One thing that, let’s be modest and say most people, do not like, is being annoyed. The funny part is that most people get annoyed by the same
Perhaps they are both and here is why … “With the advent of the internet, customers are more informed than ever before. In fact, they may have already made their decisions prior to even reaching out to you and your company.” These changes in buyer behaviors have created dramatic new challenges, and opportunities, for today’s
I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very
If you mention the term “ballparking”, most sales managers will first turn a fiery red and then they will melt down completely. Why? Because, if not used correctly, it is an extremely dangerous sales tactic that can often be interpreted by the customer as being some sort of a verbal quote. Always remember that, unless
Be Responsive But Busy – Sales 101
Anybody who has spent anytime around me knows that I am of the strong opinion that nowadays the bar has been set so incredibly low that any salesperson can set themselves ahead of any competitor by only doing one simple thing … return calls and answer emails. Be responsive. You don’t believe me? Be honest
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