by chris | Dec 5, 2016 | Profit Maximizing Price, Sales Motivation, Sales Process
Are you spending your time on Revenue Producing Activites? If not, you need to think about restructuring your week so your activities are RPA! As sales leaders, we have to be aware of how closely our tasks are tied to producing revenue. Fortunately, the...
by chris | Jun 27, 2015 | Sales Process
If you are like me, you are always looking out for great business books where you can pick up ideas on how to be more successful in your career. I have no doubt you could find a few ideas in this list of 10 acclaimed books to accelerate business growth. I am...
by chris | Oct 9, 2014 | Profit Maximizing Price, Sales Process
It’s important to remember you should sell first and negotiate second. This means we don’t even think about negotiating with a customer until we have first completed the selling process. And this means having had our solution rejected at least two times. ...
by chris | Jun 7, 2014 | Sales Process, Sales Prospecting
Do you know what your customers are going to be doing 2 to 3 moves out? Too many salespeople are focused only on the here and now. But the real opportunities often come through asking your customers relevant questions about their circumstances down the road. Once you...
by chris | Apr 5, 2014 | Sales Process, Sales Prospecting
Salespeople ask me all the time, “How do I ask for a higher price?” I always say, “Get better customers.” Sounds easy, right? Well, I wouldn’t say it’s “easy,” but I do think it is possible! And you can do it. And...
