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 | Apr 14, 2011 | Sales Motivation, Sales Process
I talk to many salespeople, and quite a few of them have a blind spot when it comes to buyers and purchasing departments. If you have ever felt even a tinge of arrogance rise up in you when it comes to dealing with a buyer, this article may surprise you (and...
by chris | Apr 13, 2011 | Sales Motivation, Sales Process, Sales Prospecting
On LinkedIn, it would be easy to assume that you should simply be involved in only your peer groups. A better approach is to also connect with the groups that contain people who someday may be potential prospects. You will broaden your horizon and learn about new...
by chris | Apr 12, 2011 | Profit Maximizing Price, Sales Process
Anyone who sells a commodity knows how tough it can be to increase their price. Customers can be very quick to move to a new supplier if they can get it cheaper. Yet, if your source of materials is going up in price, you don’t have a choice. You have to either...
by chris | Apr 8, 2011 | Sales Mindset, Sales Motivation, Sales Prospecting
It’s Sales Motivation Friday, and today’s post is about one of the best opportunities to prospect! Next time you get off a phone call with a customer that has gone really well or you come out of a customer meeting where you just closed a big sale, don’t...
