Five things Salespeople Shouldn’t do
5 Things Salespeople Should Never Do NEVER allow failure to enter your vocabulary. Redefine everything as a "learning experience" and...
Finding the Prospects Hot Button
People think about themselves most of the time. The next time you are in the company of others you can prove this for yourself. Listen...
Why is a Value Proposition so Important?
What is a value proposition? Why is it important? It's a concise statement of the tangible business value that companies get from using...
Take Smart Risks and Win in Sales
Many of us have a tendency to play it safe. Salespeople look at what's going on out there and don't want to push the envelope too much. ...
Four Questions For Every Deal
If you're like most sales managers, you often ask your sales reps this question: What do we need to do to close this deal? It's the wrong...
Words That Will Help You Win with Buyers
Powerfully worded and delivered presentations are an important prelude to a successful close. Unfortunately, such seemingly innocent...
Sales Mentoring
Following the initial sales training program, sales organizations can significantly improve ramp-up time by providing new sales hires...
