Dan Markowitz, president of TimeBack Management and author of A Factory of One is always looking for ways to cut out unnecessary work that don't help you achieve your primary goals. That's why, instead of drooling when a prospect wants a sales proposal for him, he's now doing this...
Today Kendra Lee, author of Selling Against the Goal and CEO of KLA Group, knows what it takes to rapidly break into new accounts or penetrate new territories. She also works with sales reps all the time who are making this fatal mistake that's hurting their ability to get more sales.
Tibor Shanto, CEO of Renbor Sales Solutions and co-author of SHifT (a book on trigger events), shares how his own expertise actually hurt his sales success. It's hard to believe that you can be too smart in this business, but as you'll soon discover, it can happen.
Sometimes you're not always as clear as you can be. That's what Barbara Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered when she was pursuing a big opportunity. Even though it cost her the deal, she learned her lesson.
When Jonathan Farrington, creator of TopSalesWorld.com and CEO of Top Sales Associates, wants to make a point, he goes all out. But sometimes, things don't always turn out as expected. Luckily, the unintended consequences don't always have to be disastrous.
Today Colleen Francis, CEO of Engage Selling, shares a story about a call she recently received from a sales guy who was hoping she'd turn into a hot prospect for his services. Unfortunately, he made a fatal mistake that was impossible to recover from.
Mark Hunter, author of High-Profit Selling (a hot new book I highly recommend) shares how he learned to deal with a prospect who was continually on his case to cut him a better deal. With a big sale on the line, it's always a challenge to handle these delicate situations.
Today's article is by Andrea Waltz, co-author of Go for No! Yes is the Destination, No is How You Get There. She teaches salespeople how to remove the one major roadblock standing in their way to success -- how they respond to the word NO!
Today, Nancy Nardin of Smart Selling Tools shares her reaction to a fast-dialing cold caller who was “following up” with her after she’d visited his company’s website. She also offers solid advice for what you can do to avoid being deleted or brushed off.
It's not often I get upset, but there are some things that are just plain wrong. And, to sit silently by is, in essence to be morally complicit in the act itself.
As a woman, I struggled for years to find my voice in every aspect of my life. Virtually every woman I know fights this same battle. Research shows that girls start to lose their voices at around the age of 10.