Why can’t I sell? When was the last time you asked yourself that question? There is way too much turnover in the sales profession, and I think it stems from one thing — false expectations of what others can do for you. The excuses run rampant, from...
Is it advertising that’s needed to create customers or is it marketing? Does it matter? Matt Heinz and his team at Heinz Marketing have put together a great book on the subject, and you can get an electronic copy of Full Funnel Marketing for free! I’ve...
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....
Welcome to a new column I will be sharing with you each Friday. My goal is to share in a concise way a critical insight I’m seeing from my perspective as I meet and discuss with senior level leaders each week. If you want to receive the Executive Sales Leader...
First off, let’s drop the mindset of “asking” for the sale. Mentally, I feel this sets us up for failure. In my mind, I’m going to take one of two approaches. First approach is the one I like best for B2C. “Invite” the customer buy. Second approach is for B2B,...
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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