Seven Strategies for Maximizing Account Success
One of the most important sales battlefields is the account. Winning an account is more than winning a deal. In account management, you are seeking to...Continue Reading
Sales 2.0 Tools: They Work Only If You Do
Some people want us to believe that sales is broken or has completely changed, or even that selling is dead. They believe that buyers spend their days o...Continue Reading
Avoid These Common SPIFF Mistakes
“SPIFFs are dangerous,” says Joseph DiMisa, a senior VP with Sibson Consulting. “There’s a need for them, but they’re dangerous.” Dangerous?...Continue Reading
The Side Effects of Technology
The technology industry suggests that we all can win by out-innovating our competition. That’s a bold promise; however, in reality, technology is like...Continue Reading
Selling with 360-degree Visibility: Dream or Reality?
A sales professional’s greatest asset is knowledge. The more you know about a prospect, the more relevant you are to your prospect and the easier it i...Continue Reading
Remembering Zig Ziglar: Keys to Sales Success
Yesterday we learned that Zig Ziglar passed away at the age of 86. Below are a few of my favorite stories Zig shared with me over the years. Zig’s Fir...Continue Reading
The Right Use of Logic and Emotion in Sales
Selling is a transfer of energy that comes from two sources: logic and emotions. Guess what has more influence over a buyer’s actions? To explore...Continue Reading
How Important is it for Your Salespeople to Practice?
When I was much younger, I was a pretty good trumpet player, playing professionally for nearly 10 years. I took weekly lessons from the age of 9, played...Continue Reading