Your CRM is a tool. That’s all. And, like most tools, you have to us it correctly if want get the most out of it. Learning to Use Tools Correctly Have you ever seen a little kid use a hammer for the first time? They bang away at the nail, if you’re...
It looks like a client of mine is about to lose a massive deal. A serious sales failure is unfolding and the root of the problem? The seller has no fucking clue what they’re selling. When I say that, I don’t mean they can’t list the product’s features. I mean they’re...
When I ask a server what they think about a dish, if they say it’s excellent, I say great and I then ask about another menu item. If they say that one is good too, I then ask about another. If the server also says that one is good, I switch my approach and ask,...
Coaching, especially in sales, is a cornerstone of effective leadership. I’ve long believed that coaching is an indispensable tool for driving success. Whether you’re leading a sales organization or managing any group of professionals, robust coaching strategies can...
In spite of, or because of, large buying committees, access to information, and strong referrals, buyers are still struggling to make the right choice in their buying decisions. In today’s hyper focus on budget and expenses organizations are taking more...
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