Apr 22, 2015 | Best Practices
If given a choice, I’d always prefer to sell the premium priced service or solution. Why? Because quality still matters to a lot of people and they are willing to pay for it. This all may sound a bit counterintuitive these days, given that most...
Apr 19, 2015 | Best Practices
Good sales reps understand that you will encounter objections and push back during your sales process. It’s inevitable and very much a natural part of any sales cycle. In fact, the question really is not if you will hear “No”, but rather...
Apr 15, 2015 | Best Practices
It’s seemingly impossible these days to conduct any simple business transaction without the company asking for your feedback as a customer. Whether it’s a non-fat latte from your favorite coffee shop (that would be Peet’s in my case:-),...
Mar 29, 2015 | Best Practices
The New England Patriots just cemented their legacy as one of the greatest football teams of all time by winning Super Bowl 49. They overcame major adversity during the course of the NFL regular season and playoffs to achieve this goal. As a lifelong...
Mar 29, 2015 | Best Practices
An immutable enterprise sales fact: The larger the size of the deal, the higher the likelihood that it will go south or completely off the rails. It’s not really a question of “if” your enterprise deal will go off the rails at some point...
Mar 29, 2015 | Best Practices
How do you stay business relevant as you get older? It’s really tough to face the facts when your skill set and attractiveness to potential employers/customers are considered undesirable or obsolete. The current population of the United States is approx....
Mar 29, 2015 | Best Practices
Very few truths are irrefutable in the business world. We’re constantly reminded how fast things are evolving and changing, but not always for the best. One thing stands out that will never change, your business integrity both as an individual and as...
Mar 29, 2015 | Best Practices
I was reading an obituary today in the San Jose Mercury News on Joan Rivers and was struck by the fact that most sales teams could learn a lot from her. There were three particular references to her career and what she will be remembered for that really...
