Sales myths and catch phrases are thrown around in trainings and casual conversations constantly. If another person marches out the tired old sales myth “people buy from people they like.” I’m going to throw up in my mouth. This phrase is the dumbest and most...
It’s a sales manager’s job to know whether or not a salesperson is going to make quota. Part of that process is understanding what deals are real and will close, and which won’t. Deal reviews are a critical tool for sales managers to determine the...
I’m going to flip the script today. This blog normally helps sales people and sales leaders be better. This post is gonna go a different route. Today, I’m gonna help the buyer be a good buyer. As much as there are good and bad selling processes,...
There is nothing more frustrating to a sales person than when a client goes dark. Your last conversation was killer, you both agreed that your solution made sense. The prospect said they needed to share it with their team, run the numbers, look at another solution,...
What Makes a Salesperson Great? I’m asked often about what makes a great sales person. Like most jobs, there is a certain set of skills or criteria that makes one person more successful at a job than another. Sales is no different. When I hire sales people, I...
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