by chris | Sep 11, 2014 | Sales Leadership, Sales Motivation, Sales Process
A few years back, there were a lot of salespeople who realized they weren’t salespeople. There were a lot of companies that realized they didn’t have a sales team. In both cases, what they realized is they were merely order takers, and the success they had was...
by chris | Aug 12, 2014 | Sales Leadership, Sales Process
The sales industry is constantly changing, isn’t it? Some principles remain the same, but there are quite a few that do not. For one, customers have a lot more access to information today — before they even talk to a salesperson. For this reason,...
by chris | Jun 28, 2014 | Sales Process, Sales Prospecting
I’ve heard of too many salespeople pouring too much time into social media. If you are defaulting to social media as your primary strategy to boost sales, then I want to challenge you! You need to use your optimal selling time to get out and sell. Sure,...
by chris | Jun 12, 2014 | Sales Process
Ready for a few quick tips to ensure you’re successful when you negotiate? I recently did a 40-minute high-profit negotiating webinar for Salesforce which you can view now at this link. Here are a couple of the things I shared: First, the level of confidence you have...
by chris | May 30, 2014 | Sales Process
While sitting in the Munich train station drinking my Pike Place coffee, I’m struck by not only the uniformity of how Starbucks does what it does, but also by the differences in what they do. Now, let’s look at the facts. Munich, Germany and Seattle, Washington USA...
