You’re in sales and it is your responsibility to own the customer. Yes, it’s a tall task but to own the customer means you’re the one that gets things rolling or as many would say, “close the sale.” I prefer to say, “open the sale” but we’ll save that for...
I’m tired of people neglecting their responsibilities and assuming somebody else will take care of them. Next time you see a task that you don’t believe you’re responsible for, ask yourself if you have the ability to deal with it. If so, then it is your...
If you are a sales manager OR if you report to a sales manager, listen up! NOW, early in the year, is the time for sales managers to be out on sales calls with their salespeople. I refer to these as “4-legged sales calls.” This has NOTHING to do with the...
A huge problem salespeople struggle with is asking questions — not only asking the customer questions, but making sure the questions are actually relevant to the customer. The best way to correct this situation is by using what I call the STOP questioning...
It’s a new year! Congratulations on the opportunity to make it happen for your customers. Don’t waste it getting ready. Don’t waste it laying out strategies and goals for the year. Don’t waste it organizing the office. It’s January 2,...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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