by chris | Nov 2, 2012 | Profit Maximizing Price, Sales Mindset, Sales Process, Sales Prospecting
You’re all set to increase your price and then you get cold-feet. It happens all the time and not just with small companies, but with corporate giants. I can tell you it happens because I’ve personally experienced this with both small companies and global...
by chris | Sep 17, 2012 | Sales Motivation
How much do you and your company spend on sales? Too many companies have made cutbacks in sales all because they want to save money. More often than not, I’ll argue they don’t save anything but wind up hurting themselves. I have looked at some of the data...
by chris | Mar 26, 2012 | Sales Prospecting
It’s Guest Post Monday, and speaker and author Joanne S. Black looks at a common misconception out there about lead generation. “Salespeople should not generate their own leads.” That’s what more than one marketing executive told me at a recent...
by chris | Mar 15, 2012 | Sales Prospecting
If you’re in Sales, you’ve learned to hate Marketing. If you’re in Marketing, you’ve learned to hate Sales. If you’re in management, you’ve learned to hate them both! It seems as if there are a number of arguments they’ve had with each...
by chris | Jan 12, 2012 | Sales Prospecting
Remove your hands from the keyboard and step away from your computer, slowly. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Forget it. It’s not working for one very reason —...
