by chris | Jul 30, 2014 | Sales Process
It’s summer and schedules are going crazy. Between vacations, holidays and changes in the school year, it seems like trying to stay connected with people can be harder than ever. Challenge is you don’t want the network of people you try to stay in contact with...
by chris | Jan 31, 2014 | Sales Motivation, Sales Process
While packing up after conducting a sales training program recently, I found myself talking with one of the participants. The conversation centered around what are the signals a salesperson can use to indicate if they’re going to be successful long-term. Great...
by Mark Hunter | Oct 10, 2013 | Sales Process, Sales Prospecting
Your customers don’t always use the same verbiage and lingo as you. In fact, they may not even use the same communication methods as you. That means what you say may not be getting through to the customer at all, let alone getting through in a way they...
by chris | Jul 30, 2012 | Sales Leadership, Sales Mindset
There is always something new you can learn about your customers. And this is true whether they are new customers or long-term accounts. If you pay close attention, you will see that there are often dramatic changes in customers’ industries or companies. And...
by chris | Apr 6, 2011 | Sales Mindset
Each morning, thank someone for something they’ve done. Nothing will help keep you in a positive mood more than thanking other people. Recently, I heard a gentleman use the phrase, “Engage or ignore. The choice is yours.” Think about that for a...
