by chris | Jul 5, 2017 | Sales Process, Sales Prospecting
One of the elements I enjoy is coaching salespeople and sales managers. In this role, I get to see up close what makes people tick. I’m always surprised when people ask me why they aren’t able to attract the really great clients. My response always begins with...
by chris | Apr 7, 2017 | Sales Leadership, Sales Process
I got called out in an email recently by a person I didn’t know but clearly knows me. He said he was shocked I would make a comment on LinkedIn about an article that had a questionable picture. No, the picture wasn’t sleazy, but there could be some...
by chris | Sep 25, 2015 | Sales Leadership
I can’t begin to tell you the number of corporate lobbies I’ve visited, conference rooms I’ve sat in and company hallways I’ve walked where the company’s mission statement is on display. The mission statement usually contains this lofty display of how integrity...
by chris | Mar 6, 2015 | Sales Process
This question came up over lunch after speaking at a conference on negotiating. Many of the people in the audience were uncomfortable with the whole sales process and, in particular, having to negotiate. The fears expressed by several over lunch were clearly real...
by chris | Aug 7, 2014 | Sales Leadership, Sales Process
This question comes up in many different forms, but the issue is the same. How should I talk about my competitor when asked by a customer? The quick answer I give to people when asked this question is, “No, you shouldn’t talk about them.” But I...