by chris | Apr 14, 2011 | Sales Motivation, Sales Process
I talk to many salespeople, and quite a few of them have a blind spot when it comes to buyers and purchasing departments. If you have ever felt even a tinge of arrogance rise up in you when it comes to dealing with a buyer, this article may surprise you (and...
by chris | Mar 21, 2011 | Sales Process, Sales Prospecting
Guest Post Monday! Today we hear from Tibor Shanto of Renbor Sales Solutions. He is an author and sales consultant who helps countless companies. I encourage you to check out his blog and to listen in on his below insights. Words and semantics play a big role in...
by chris | Feb 16, 2011 | Sales Process
While you may work primarily with one buyer in a purchasing department, you would be wise to educate yourself on the other key players in the department. Want to know why? Because they travel in packs! No, I’m not being funny. It’s the simple truth. ...
by chris | Oct 15, 2010 | Sales Motivation, Sales Process, Sales Prospecting
The year-end push is underway. I’m always amazed at the number of companies that have funds available to make purchases as the year draws to a close. For most companies, there are slightly less than 3 months left in the fiscal year. When one fiscal year ends, a...
