This Year Make Better Relationships Work For You
A few years ago, I was teaching sales reps the importance of listening to customers. We were discussing how focusing on someone else’s need and problems, before our own, builds…
A few years ago, I was teaching sales reps the importance of listening to customers. We were discussing how focusing on someone else’s need and problems, before our own, builds…
Today, companies experience a complex economy with multiple product features and benefits to the customer. In this new age space, an essential part of sales success is the ability to…
Successful coaching begins with recruiting the best. Do the candidates you hire have what it takes? Are they self-motivated, honest and responsible? Do they like your products? Are they coachable?…
Recently, a young sales leader travelled several hours to spend the afternoon with me in Knoxville. Despite icy roads and the cold of the north winds, he arrived around noon.…
I know you’ve been thinking about how to best coach the new rep. You want to do this well because you can’t afford to get them off to a poor…
How do you prepare a brand new rep for success? If you’re like me, you’ve made tons of mistakes and lost thousands and thousands of dollars and many sleepless nights.…
When young baseball players are 12 and under, they will eat dirt if you tell them it will help them hit the ball. When they reach 13, it’s as if…
Hey Top Sales Leaders! Here are the five essential areas (with an acronym of CAMPS™) you can ‘target’ to help you improve your ability to recruit the best high-activity sales…
A reputation can be a good thing…if you have one for being the life of the party. It’s not so good when it’s for stretching the truth. In fact, it…
Every work day you wake up early, grit your teeth, then travel toward your office with one name in mind, Tom – one salesperson in particular that you just don’t…