Mar 29, 2015 | Uncategorized

Strategic selling is like a complex symphony. And the conductor of the orchestra is the sales rep. There are various inflection points in a complex sales cycle and good sales reps understand when they need introduce the appropriate “instruments” within...

Enhance your telesales calling script-great value!

Mar 29, 2015 | link

I’m posting a link to a colleague’s site (Pete Ekstrom, founder of the gold call). He is offering a video and audio CD tutorial on how to go about building a gold call script for prospecting over the phone. This is a tremendous value at $65. Details at...

Poor Sales Management- What does it cost the company?

Mar 29, 2015 | Sales

As someone who has been in sales management since 1993, I take pride when sales management is done well. Conversely, I take great offense to bad sales management and there is a ton of it out there! Perhaps one of the most gratifying aspects of management is developing...

Sales Differentiation-are you perceived the way that you think you are?

Mar 29, 2015 | Uncategorized

What is sales differentiation and how does it differ from product or market differentiation? Sales differentiation is the way that you engage with the prospective customer during and after the sales cycle that distinguishes you from the competition and solution to the...

Positioning for success in the new decade

Mar 29, 2015 | Uncategorized

What strategic investments are you planning to make in yourself to prepare for the new decade? It was just ten years ago that we were asking ourselves the same question. The primary difference being that we were entering a new millennium complete with exaggerated...