by chris | Sep 8, 2011 | Sales Leadership, Sales Motivation, Sales Process
In an ideal world, sales managers and salespeople would be on the same page about EVERYTHING — goals, selling skills, sales motivation, paperwork, time management and so forth. That would be fabulous, right? Wrong! I think it’s actually fantastic that we...
by chris | Apr 15, 2011 | Sales Process
I was recently speaking to a group of sales leaders on the topic of confidence. I’ve been a firm believer for years regarding how the lack of confidence kills more sales than nearly anything else. A question came up from a sales manager regarding if it is...
by chris | Nov 2, 2010 | Sales Motivation, Sales Process, Sales Prospecting
I’m amazed at the number of salespeople I meet who tell me how much prospecting and overall follow-up they do with people using email rather than the telephone. Their claim is it’s so much faster and a more efficient use of their time. My response to them is...