by chris | Feb 25, 2016 | Sales Leadership, Sales Process
Tim Sanders is one of the good guys. Tim and I have had the chance to get to know each other on several occasions and share ideas. Currently, we’re both assisting Salesforce with their latest sales insight website. I suggest you check that site out for sure!... by chris | Feb 24, 2016 | Sales Process
The average salesperson has two or three ways with which they feel comfortable to ask for the order. Could you imagine a car mechanic repairing your car with only two or three tools? Years ago, I could fix most anything on my car with just a couple of tools.... by chris | Dec 17, 2015 | Profit Maximizing Price, Sales Process
Speed sells. It’s simple. Let’s not complicate things. If the customer wants to buy, close the sale and close it NOW. Let me explain what I mean. While working with a VP of Sales, he shared with me how he and his firm had been in the market for some very... by chris | Nov 27, 2015 | Sales Leadership
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign... by chris | Oct 21, 2015 | Sales Process
We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Here are 10 things you can do right now to close deals faster, and not one of them involves...
